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New Report from Wainhouse Research Reveals Leaders and Laggards
Among Chinese IP Video Communications Channel Partners
Among Chinese IP Video Communications Channel Partners
June 21, 2006, Brookline MA - "China Rich Media Conferencing Channel Network Guide: Locating Solutions and Partners in the Middle Kingdom" is a new research report from Wainhouse Research that analyzes the product and service offerings of 44 Chinese companies that provide solutions for voice, video, and web communications over IP. These primarily IT and network integration companies carry rich media conferencing products from Chinese vendors AVCON, DST, and Huawei in addition to international brands such as Aethra, Polycom, Sony, and TANDBERG."Three years ago, there was very little overlap between domestic Chinese manufacturers and global brands with respect to channel partners, sales models and customer segments," notes Stacy Austin-Li, China Analyst at Wainhouse Research. "Chinese vendors have begun to move from a direct model to building a partner sales network and have been very successful in attracting regional and national channel partners. Resellers and integrators are enthusiastic about carrying products that offer larger margins than can be earned from comparable imported products."
China is the second largest national market for videoconferencing equipment after the U.S. and accounts for 15-20% of global sales and service revenues, based on quarterly surveys performed by Wainhouse Research. Local Chinese market developments and sales practices, however, are often obscure to decision-makers at foreign manufacturers due to language and culture barriers. This can lead to a static view of the market focused mainly on price competition - a no win situation for most manufacturers.
"By examining the revenue mix, customer base, and service offerings of the companies who make up the conferencing and collaboration value chain in China," continues Austin-Li, "we have created a more nuanced picture of the market, a picture that makes possible options for others approaching this increasingly diverse market." The 100+ page report contains 28 figures, including national maps representing each major manufacturer's depth and breadth of channel coverage.
The report sells for $2995; executive summary and table of contents are available at www.wainhouse.com/reports.
About Wainhouse Research
Wainhouse Research is an independent market research firm that focuses on critical issues in rich media communications. The company conducts multi-client and custom research studies, provides strategy advice to vendors and end users, publishes a variety of reports, delivers public and private seminars, and sponsors an annual Summit on rich media conferencing. Visit www.wainhouse.com for more information.
Press Contacts:
Wainhouse Research
Stacy Austin-Li, +86 10.8447.2285 stacy@wainhouse.com
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