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InfoTrends Vertical Market Opportunity Analysis

Dealer Vertical Market Opportunity Analysis

Offered by InfoTrends to dealers, exclusively through BTA
Enhancing sales productivity, differentiation and maximizing individual markets are ultimate goals for today's independent office technology dealer. Understanding a dealer's specific market dynamics by vertical or company size can provide lucrative opportunities for the dealer, but can be challenging. Gaining a greater insight into specific markets and the key verticals within their local markets or CBSAs* can help dealers make decisions regarding their leading targets for hardware, supplies and solutions.

InfoTrends, a division of Keypoint Intelligence, is a leading worldwide market research and strategic consulting firm for the imaging, document solutions, production print and digital media industries. It provides insights and advice to help clients understand market trends, identify opportunities and grow their businesses.

InfoTrends created the Dealer Vertical Market Opportunity Analysis based on the following research and data:
  • Actual hardware usage statistics by vertical, company size and CBSA
  • Government data and statistics
  • InfoTrends' proprietary Strategic Mapping Application product that enables channel analysis of dealer/VAR/system integrator statistics by CBSA
  • Comprehensive quantitative survey research by vertical industry and company size
  • 20-plus years of market sizing and forecasting within the office document output market
The Dealer VMO Analysis delivers a robust database tool that enables market segmentation, analysis and strategic planning by helping to:
  • Understand where page volume exists at the CBSA level
  • Validate which vertical markets, by establishment size, are driving page volume
  • Identify at the CBSA level how much print volume is captured by MPS contracts
  • Understand the competitive landscape for partnerships or acquisition targets
  • Understand the local total addressable market (TAM) for certain hardware, supplies and services
  • Better align sales and service opportunity by geography, vertical market and business size
The Dealer VMO Analysis will help dealers understand the total market potential base of each dealer's unique geography by providing:
  • Installed base
  • Overall print volume
  • MPS print volume
  • Print volume by vertical market
  • Print volume by company size
The Dealer VMO Analysis will answer questions such as the following:
  • What accounts in my market provide the highest potential?
  • What is my total addressable market?
  • What is my local market share? Where am I under- or over-performing?
  • Who are my competitors (dealer, MSP, MPS, IT reseller and VAR)? What are their capabilities?
  • How should I align my sales teams?
Sample Dealer Market Opportunity Analysis Data Deliverables

Dealer VMO Analysis deliverables are designed to provide dealers with timely and informative insights on current market trends and true market potential. Data presented will include:
  • A database (Excel pivot table) that details the installed base, page volume and pages under managed contracts by vertical industry and company size at the CBSA level
  • Data visualization workbook to enable map views of opportunities, competitors and other illustrative elements
  • Management presentation (PowerPoint) detailing key findings and analyses of specific CBSAs
  • A 60-minute presentation with a key InfoTrends analyst. Delivery may be on-site (plus travel expenses) or via webinar, and may be included as part of an executive briefing or sales training session
Pricing *Core Based Statistical Areas (CBSA)

What is a CBSA?

Core Based Statistical Areas (CBSAs) consist of the county or counties or equivalent entities associated with at least one core (urbanized area or urban cluster) of at least 10,000 population, plus adjacent counties having a high degree of social and economic integration with the core as measured through commuting ties with the counties associated with the core. The general concept of a CBSA is that of a core area containing a substantial population nucleus, together with adjacent communities having a high degree of economic and social integration with that core. The term "core based statistical area" became effective in 2003 and refers collectively to metropolitan statistical areas and micropolitan statistical areas. The U.S. Office of Management and Budget (OMB) defines CBSAs to provide a nationally consistent set of geographic entities for the United States and Puerto Rico for use in tabulating and presenting statistical data.
Want to learn more about the Dealer VMO Analysis? Click here to watch a video.

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