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Resellers play key role in European networking market

The indirect route-to-market will become even more important as UC and wireless takeup grows in the region, IDC has claimed

IDC predicts vendors will continue to expand on their VAR base to increase their presence in western Europe

Solid channel relationships remain critical as technologies such as unified communications, datacentre, wireless and security continue to sweep through the European networking market, according to IDC.

The market watcher observes that in recent years the channel business model has evolved from the usual resale of equipment to a more service-oriented business model, in which channel partners add their own services and value to hardware.

The analyst predicted that many vendors will continue to expand on their VAR base to increase their presence in western Europe and gain market share.

In addition, IDC anticipates service providers will play a more important role within the single tier segment, as they aim to become the single point of contact for networking solutions.

At the same time IDC believes the largest opportunity remains in the two-tier segment, especially for more mature technologies that are easy to deploy and manage, which is where the opportunity to add value by a partner declines.

Evelien Wiggers, research manager of IDC's European Enterprise Communications Infrastructure service, said: "Strong channel relationships remain important for a successful go-to-market strategy of networking products.

"Despite the mature nature of the enterprise networking market, increased functionality and new technology developments such as unified communications, datacentre technologies, wireless and security will provide good opportunities for the channel partner."