Businesses shun internet stores in favour of resellers
Small to medium sized businesses are continuing to ignore internet stores in favour of buying network equipment from resellers in the traditional way.
Small to medium sized businesses are continuing to ignore internet stores in favour of buying network equipment from resellers in the traditional way.
According to the latest survey from networking Var and mail order company Black Box, although 100 per cent of network managers are connected to the internet, only 1.5 per cent buy networking products online. The company surveyed 200 SMEs with between 50 and 500 employees.
Patrick Hudgell, managing director of Black Box, said the findings send out a message to industry figures urging networking resellers to invest in their own web stores. "The networking world is not sufficiently commoditised for successful internet sales. For the foreseeable future, networking products will require personal pre-sales."
Only one respondent claimed that voice and data integration is a consideration in future network purchases, the majority citing factors such as budget, upgrading, expansion and performance.
However, three per cent claimed to have already achieved full voice and data integration. Hudgell said this shows they do not understand what convergence means. "The industry is confusing users by using the word convergence to cover just about everything." The survey found that only 8.5 per cent of network managers can accurately define the phrase 'voice and data integration'.
Hudgell also said the survey's findings that 45 per cent of network managers turn to the internet for technical support is an indictment of the industry. "The internet is all well and good for disseminating information, but real support needs dialogue."
He added that these results are due to people using the internet to download device drivers and the like. "People turn to the internet for assistance because they can't bear holding on a helpline for half an hour before they get to speak to someone."
The poll also found that 77 per cent of companies have not provided staff training. "Although previous Black Box surveys have shown training deficiencies in both small and blue chip companies, the results in the UK's medium sector are scandalous," said Hudgell.