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| SSII > Etude de marché sectorielle |
| The mid-market in IT services: vendor strategies |
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€ 1 592,00 |
Editeur
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Ovum |
Langue
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Anglais |
Date de publication : |
Mars 2007 |
Taille du document : |
21 |
Autres informations : |
Description , Table des matières |
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| Présentation de l'étude de marché - Description & Table des matières |
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| The mid-market in IT services: vendor strategies |
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Ovum recently undertook a series of research interviews with suppliers to the UK software and IT services market. Our intention was to understand their various strategies for addressing the mid-market opportunity and to assess which approaches work best. In this report we present our findings and our view of the best ways to tap into the mid-market.
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Table of contents
Key findings and context
Key messages for established mid-market players
Key messages for new entrants
Is there a mid-market opportunity?
What is a mid-market enterprise?
The squeeze at the top, the pull at the bottom
Serving the mid-market’s needs
Addressing the market: strategy analysis
Remodelling enterprise offerings
Productisation: a more simple and efficient sell?
Playing the global sourcing card
Where channel strategies work
The size and culture effect
Table of figures
Figure 1 The channel: avoiding the barrier to the upsell
Figure 2 Examples of what complementary cultures mean in practice
Figure 3 Creating an autonomous unit
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