Hardcopy Vendors and Channel Partners: Successful Strategies for Selling Document Solutions

Table of Contents

• Table of Contents
• IDC Opinion
• In this Study
  • Methodology
  • Table: Document Solutions Company Types Interviewed
• Situation Overview
  • What' s Behind the Document Solutions Push
  • Copier Dealer Perspectives on Selling Document Solutions
    • Dealer and IDC Definitions of Document Solutions
    • Dealer Respondent Snapshot - Company Size and Leading Solutions
    • Selling Document Solutions - Successes and Challenges
      • Inability to Sell as Wide a Portfolio as Vendors Offer
      • Partnering and Hiring Are Critical
      • Business Models and Margins
      • Table: Copier Dealer Market Range Analysis
      • Table: Copier Dealer Margin, 2006
      • Vendor Support - What Works, What More Is Needed
    • Dealer Outlook on Document Solutions
    • Key Takeaways
  • IT Reseller Perspectives on Selling Document Solutions
    • IT Reseller Respondents - A Snapshot Profile
    • Selling Document Solutions- Successes and Challenges
    • IT Reseller Outlook on Document Solutions
    • Key Takeaways
  • Hardcopy Vendor Perspectives on Selling Document Solutions
    • Vendor Respondents - Snapshot Profile
    • Selling Document Solutions - Successes and Challenges
      • Less Experienced Vendor Lessons
      • Experienced Vendor Lessons
    • Vendor Outlook on Document Solutions
    • Key Takeaways
• Future Outlook
• Essential Guidance
  • Actions to Consider: Copier Dealer Channels
  • Actions to Consider: Hardcopy Vendors
  • Actions to Consider: IT Resellers
• Learn More
  • Related Research
  • Synopsis