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Measuring ROI in high tech business development activities among vendors and partners

May 20, 2009

Analysis of:Channel Marketing; The Era of Accountability | www.channelsmarketing.biz

A $380 billion market exists for IT products/services in North America, the VAST MAJORITY being delivered in a partnering manner (tech vendors, distributors, and Solution Providers). Helping clients in information technology market segments better understand the ROI on their spending directly impacts top and bottom line results of vendors and their partners. "About 1%" or $4 billion is spent yearly on business development activities. ROI is rarely understood since much of it flows through partnerings firm. Current economic conditions dictate a greater need for accountability and greater need to deliver results. The delivery of technology solutions helps no less than four businesses; 1. The end customers gain solutions to problems/opportunities 2 - 4. The vendor(s), distributor(s), and Solution Providers win some or all of a sale, win market share, and the best position to maximize the clients' lifetime value. Understanding the ROI helps all make better informed decisons.

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