Channel intelligence services: competitor analysis in the channel directory services

Abstract

The intensity of competition and pace of innovation in the Hi-tech Distribution Channel demand that all the players in the ecosystem are well coordinated to leverage and respond to the changes. This effort need not just be driven top down that is from manufacturers to the resellers and end users but can also be initiated by any of the player in the ecosystem. i.e. Tier 1 (Distributors), Tier 2(Resellers) as well as many of the intermediaries in the system. The reason it is beneficial to all players is that having a responsive and harmonized distribution channel unlocks additional value that can be shared by the people who are leading this innovation irrespective of the type of ecosystem player she is. There exists an opportunity to provide hi quality channel directory service focused towards the hi-tech distribution channel. This directory service has the potential to provide value to not just the manufacturers of hi-tech products1 but also the distributors and resellers in the system .As part of this project, I have attempted to, Analyze the problem of sub-optimal channel partner relationships. Evaluate currently available solutions that manufacturers and distributors resort to address this problem. I have compared these offerings to find their relative strengths and applicability.