Gartner Research

Score Your IT Procurement Against Our Survey: Are You Getting as Much Value From Your Resellers?

Published: 19 March 2014

ID: G00259642

Analyst(s): Stewart Buchanan

Summary

IT buyers must select resellers that add the most value. Our survey shows that large enterprises trust reseller advice the most. The very largest enterprises use the most value-added services, buying on better terms and at better prices than they can negotiate with technology providers.

Table Of Contents

Survey Objectives

Data Insights

  • How Many Resellers Is Enough for International Coverage?
  • How Many Product Categories Do You Buy From Resellers?
  • How Much Added Value Is Enough?
  • Is Your Reseller Your Trusted Advisor?
  • What Services Would You Pay More For?
  • Which Resellers Do You Rate Highly and Why?
  • Who Is Your Most Recently Used Reseller?
  • Who Are Your Most Frequently Used Software Resellers?
  • What More Can Clients Get From Their Reseller?
  • What Makes the Reseller/Client Relationship Successful?
    • The Six-Step Process to Drive Reseller Value
  • Methodology
  • Definitions

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