White Papers and Reports

Government IT Channel Survey

In the $78 billion annual federal IT market, manufacturers rely on resellers for the same reasons they do in the commercial vertical markets: to reach specialized customers with specific value-added solutions, and to extend and amplify the reach of the technology supplier’s own sales and marketing efforts.

In November 2009, immixGroup surveyed sales executives from more than 25 leading hardware and software manufacturers that sell their products to the public sector through the IT sales channel. This survey establishes baseline metrics for the characteristics and performance of the federal technology sales channel and for the relationship between technology manufacturers and their channel partners.

Download our brief white paper to see a summary of the results and findings. You’ll gain valuable insight into the following areas of the government IT sales channel:

• Channel Involvement: how do IT manufacturers interact with their channel partners?
• Channel Performance: where are channel sales organizations performing well and where are they underperforming?
• Channel Management: how effective are manufacturers at creating and maintaining productive sales channels?

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