TOP VARs Printers Servers Desktops Storage Security Mobility Software Telco

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1 Channel solution for 2015 TOP VARs Printers Servers Desktops Storage Security Mobility Software Telco compubase is the leading source of information on ICT market players in EMEA. Our database of IT & Telco company profiles provides a unique source of information for the development of indirect sales channels.

2 OUR COMPANY Our Expertise compubase is the main source of information and economic intelligence on IT and telecom partners (Resale, Services, Vendors). We provide IT and Telecom manufacturers, service companies and software publishers with solutions that enable them to develop their sales through indirect networks worldwide. Our mission 26% of printer resellers achieve a annual revenue of 25 to 75K in printer products. The remaining printer product revenues are split by resellers across EMEA as follows : > 0 K - 2 K 4% 2 K - 5 K 7% 5 K - 10 K 11% 10 K - 25 K 23% 25 K - 75 K 26% 75 K K 15% 200 K K 8% 500 K - 1,5 M 4% 1,5 M - 5 M 2% > 5 M 1% Our aim is to provide every high-tech company with the means to develop business via indirect sales and channel marketing. We do this by constantly expanding our range of products and services, and by increasing both coverage of new business sectors and geographical zones. The keys to our success The world s largest IT & Telecom partner database A range of tailor-made services and solutions A controlled production and enrichment process Constant quality control Listening to our clients and understanding their needs Strong involvement in our client projects 2% of desktop resellers have a revenue of 1.5M + in desktop sales 82% of NAS resellers have a revenue =<25K > 0 K - 2 K K - 5 K K - 10 K K - 25 K K - 75 K K K K K K - 1,5 M 52 1,5 M - 5 M 28 > 5 M 9

3 FINDING THE RIGHT PARTNERS With over 120,000 channel partners across EMEA, effectively identifying and recruiting strategic partners is a challenge. The backbone of any vendor s recruitment campaign is their channel intelligence. Who is out there? What are they reselling? What is their turnover? How many employees do they have? Which vertical markets are they addressing? Collectively this information enables Alliance and Channel Partner stakeholders to ascertain whether working with a specific reseller or VAR will bring synergy and a profitable partnership. BUT THE CHANNEL CONTAINS AN ENORMOUS NUMBER OF POTENTIAL PARTNERS...SO HOW CAN YOU FIND THOSE ACHIEVING THE HIGHEST TURNOVER IN YOUR PRODUCT CATEGORY? Top Resellers Desktop resel. Thin client Server resel. Workstation resel. Mainframes - Blade Server resel. Printer resel. Multifunction printer & Fax resel. Photocopier resel. Plotter resel. Resale of Printer labels and Badges Consumable resel. Managed Printing Services - MPS Resale of storage systems for large Resale of storage solutions for server Desktop resel. / Thin client Server resel. Resale of external hard drives and internal Workstation resel. Resale of backup systems Mainframes cartridge - Blade Server resel. / Printer resel. Multifunction printer & Fax resel. Resale of Hosting solutions Photocopier resel. Plotter resel. Hubs resel. Resale of Printer labels and Badges 20% of resellers and VARs are making 80% of the revenues 20 % Switches resel. Consumable resel. Managed Printing Services - MPS Resale of storage systems for large Router resel. Resale of storage solutions for server / Network OS soft. resel. Resale of external hard drives and internal Resale of backup systems cartridge / PBX (ipbx - PABX - EPABX) resel. Resale of Hosting solutions Hubs resel. Switches resel. Remote access server resel. Router resel. Network admin soft. resel. Network OS soft. resel. 90% of vendors are looking for the top performing resellers 90 % PBX (ipbx - PABX - EPABX) resel. Telecommunications services Remote access server resel. Network admin soft. resel. Data switching services Telecommunications services Data switching services Video conferencing resel. Video conferencing resel. Firewall hardware Firewall hardware resel. Firewall software resel. Firewall Anti-virus, software Anti-spam software resel. DBMS soft. resel. Anti-virus, Anti-spam Office software & Messaging software resel. Management soft. resel. - ERP DBMS soft. CAD resel. soft. 96% of vendors define a top reseller by product resell turnover 96 % Vertical soft. resel. CRM - SFA Office IT soft. resel. Office & Messaging software resel. Development software resel. Management soft. Virtualisation resel. software - ERP Resel. CAD soft. resel. Remote Managed Services Laptops & Netbook resel. Vertical soft. resel. Mobile phone and Smart phone resel. Navigation products reselling / GPS Resale of accessories / mobile telephone Tablet PCs, e -book reselling (new) CRM - SFA Office IT soft. resel. Resale of wireless LAN products (cards, Genimpe cus mil endi pro bearuptium verore omnis ipit harum Eperia. 48 % Ram resel. Development software resel. Scanner resel. Resale of Portable Terminals and Virtualisation software Resel. Video projectors resel. Remote Managed Services Rev. d'écrans / moniteurs UPS resel. Laptops & Netbook resel. Interactive Whiteboards Mobile phone and Smart phone resel. Navigation products reselling / GPS * Source: compubase Consulting survey 2014

4 TRANSFORMING YOUR CHANNEL OBJECTIVES INTO AN INTELLIGENT DATABASE QUERY - TRY IT YOURSELF nnall ooin ppmaking qqwith Business model Location Product Revenue Product BRAND B2B resellers B2C Resellers VARs Telecom integrators IT Service Companies Network Integrators Distributors... UK France Germany Italy SPAIN France Nordics BeNeLux... 2 K - 5 K 5 K - 10 K 10 K - 25 K 25 K - 75 K 75 K K 200 K K 500 K - 1,5 M 1,5 M - 5 M > 5 M Desktop Thin client Server Workstation Mainframes - Blade Printer Multifunction printer Photocopier Plotter... rrexcluding Acer Adobe Apple Brother Canon Cisco Corel Dell D-Link...

5 NOW THAT YOU CAN SELECT COMPANIES BY PRODUCT REVENUE WHY PURCHASE INFORMATION ON COMPANIES THAT DON T ACHIEVE YOUR PRODUCT REVENUE DEMANDS?

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7 DATABASE PURCHASE COMPANY INFORMATION Company, address, Phone, Fax, TO and number of employees Activity full details, Technical skills and Vertical markets, Systems and applications skills Telemarketing module: activity free text, number of employees, range of revenue, direct tel Company information (location, legal status...), VAT Number CONTACT INFORMATION Contacts & Job titles, contact, Direct phone, direct fax, mobile phone PRODUCTS - SERVICES -BRAND Hardware Systems, Printing Systems, Storage Systems, Screens and other peripherals, Telecommunication & network Hardware & Software, Security systems, Distributed Software & Services, Managed services, Mobility Products, Electronic consumer goods FINANCIAL INFORMATION Split of revenue by activity: resale, services, Software publisher, manufacturer, non IT) by sales target (Individuals / Enterprise ) TO progression (last 5 years known revenue) Revenue details by Activity- Markets Operating Systems Products Sales Target Sales methods PRODUCT REVENUE INFORMATION IT Systems Revenue Network Revenue Software Revenue Printing Revenue Storage Revenue Office Revenue Server, Laptop, PDA, Workstation, Light PC, Mainframe, Desktop (Standard/ Assembled) Wireless equipment, Network cards, PABX, Hub-Switch-Router, Security administration software, Network OS, Storage management software Office IT, CRM and management, Vertical, Game-Family, Storage software, Security software Monochrome Laser, Colour Laser, Multifunction, Inkjet, Dot matrix, Other printers. DAS, SAN, NAS, Fibre Optic equipment, Magnetic strip card reader, Optical Storage, Storage software. Photocopier and Multifunction photocopier, fax, telephony (excluding PABX), Consumables, other office products. YOU DEcIDE WHAT S DELIVERED REVENUE EXTRACTION FOR ONE COMPANY Product Product Revenue Systems (PC, laptop, workstations, servers, minis etc.) 1,5M - 5M Pocket systems (Smartphone, PDAs) 25K -75K Wintel or Mac platform (Server, Laptop, Desktop) 25K - 75K Servers 75K K Network, telecom, software, components and peripherals 25K - 75K Packaged software 1,5M - 5M Printers and MFPs (hardware) 1,5M - 5M Colour laser MFPs Inkjet 1M -1.5M 1M -1.5M 500K -1.5M Line matrix 10 K - 25K Other (3D, industrial...) 25K 75K Storage peripherals 25K - 75K DAS NAS SAN INT/EXT HD 10K -25K 5K -10K 5K -10K <5K INSTANT ss lets SAMPLE go DOWNLOAD I V Data Wish List Basic Company Details Number of employees Brands Resold Product Revenue

8 STANDARD PARTNER SEARCH INTELLIGENT PARTNER SEARCH road Vendors search and extract channel partner data using up to 250 different criteria based on partner activity, products resold, technical skills and global revenue. The database selection is typically destined for sales and marketing operations such as telemarketing and ing. IDEAL FOR obtaining Large datasets where target and volume are key Contact information including key contact names, positions and direct addresses Identification of companies fit with a current channel recruitment campaign STANDARD INFORMATION Company activity Products resold Brands resold Company size (turnover / number of employees) Technical skills Sales target (SoHo, SMB, Corporate...) Vendors search and extract channel partner data using up to 45 product revenue criteria based on an estimation of revenue per chosen product category. IDEAL FOR obtaining A highly targeted database based on companies estimated revenue within a product category Increased efficiency for top partner recruitment - immediate identification of top potential partners Extended company profile information including estimated product revenue data Eliminating 80% of partners who are not achieving your desired product resale revenue EXTRA INFORMATION Range of revenue in selected products (percentage of turnover) Range of revenue in selected products (euros)

9 TOP partner PACKS THREE WAYS We have selected the TOP 100 Resellers and VARs for specific product categories in Germany, France, UK, Italy, Spain, BeNeLux and Nordics. If you re looking for an off the shelf database the TOP100 lists can boost your partner recruitment. TOP 100 PRINTER RESELLERS BASED ON GLOBAL PRINT PRODUCT TURNOVER >75K TOP 100 STORAGE RESELLERS BASED ON GLOBAL STORAGE PRODUCT TURNOVER >75K TOP 100 SECURITY RESELLERS BASED ON GLOBAL SECURITY PRODUCT TURNOVER >75K PRODUCT CATEGORIES Top 100 lists across all countries available in the following product categories REVENUE: POCKET SYSTEMS REVENUE: SERVERS REVENUE: LAPTOPS REVENUE: DESKTOPS REVENUE: MINI & WORKSTATION EQUIPMENT REVENUE: PBX OR EQUIVALENT REVENUE: HUB, SWITCHES, ROUTERS, REMOTE ACCESS REVENUE: S/W ADMINISTRATION AND SECURITY REVENUE: NETWORKING OS REVENUE: STORAGE MANAGEMENT SOFTWARE REVENUE: OFFICE PC EQUIPMENT REVENUE: MOBILE EQUIPMENT (K ) REVENUE: MANAGEMENT OR CRM SOFTWARE REVENUE: SPECIALIST SECTOR SOFTWARE REVENUE: GAMES/ FAMILY SOFTWARE REVENUE: MONOCHROME LASER REVENUE: COLOUR LASER REVENUE: MULTI-FUNCTION REVENUE: INKJET REVENUE: LINE MATRIX REVENUE: DISK STORAGE SYSTEMS - DAS REVENUE: SAN REVENUE: NAS REVENUE: FIBRE CHANNEL NETWORKING COMPONENTS REVENUE: TAPE DRIVE AND TAPE AUTOMATION REVENUE: OPTICAL AUTOMATION REVENUE: COPIERS OR MULTI-FUNCTION COPIERS REVENUE: FAX MACHINES (EXCLUDING MFPS PRINTERS) REVENUE: TELEPHONY EQUIPMENT (EXCL. PABX) REVENUE: CONSUMABLES REVENUE RANGE > 5 M 1,5 M - 5 M 500 K - 1,5 M 200 K K 75 K K 25 K - 75 K 10 K - 25 K 5 K - 10 K 2 K - 5 K > 0 K - 2 K REVENUE % > 50% 25% - 50% 10% - 25% 5% - 10% 2% - 5% >0% - 2% TO BUY ONE SHOT DATA PURCHASE We define the target with you You choose the information you require We deliver the corresponding data SUBSCRIPTION TO A SPECIFIC TARGET We define the target with you You choose the information you require We open a permanent online access to the selected target data FULL ACCESS PAY PER USE DaaS You define a yearly, quarterly or monthly budget via a system of credits You use your credits throughout the year for full access to the compubase database via an online service NEW

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