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SUMMARY
Hardware vendors are moving into higher-value managed and professional
services in a fairly unanimous way in order to improve revenues and operating
margins. Vendors whose primary business is still hardware-focused continue to
focus these services on infrastructure and industry-standard solutions. On the
other hand, the vendors that have either already morphed into IT services
vendors or have significant 'standalone' services businesses continue to offer
infrastructure services, but look for further growth in applications and other
forms of outsourcing. All hardware vendors continue to concentrate on
increasing 'share of wallet' with their large accounts, while introducing
packaged, repeatable services offerings to entice the mid market and sell
through the channel.
TABLE OF CONTENTS
Key findings
Messages to vendors
Messages to customers
Messages to hardware resellers
Hardware vendors and infrastructure services
Vendor strategies
- Vendor positioning on the services continuum
- Why are hardware vendors in the infrastructure services market?
- Demand for professional and managed services
- Impetus for hardware vendors to provide infrastructure services
The reseller's view
Target customers
SMB market
Future trends
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