The First Choice

Most of the channel
partners surveyed, swear by HCL Infosystems, as far as desktops are
concerned. They are particularly impressed by the overall HCL
products quality, commercial terms offered, online support provided
as well as their relationship management skills. Dell scores over HCL
in marketing support and HP in after-sales support, therefore there
is little surprise that HP and href="http://www.dqweek.com/HCL-Infosystems-to-sell-arm-to-Tikona">HCL
satisfi ed maximum partners after
Dell. Acer has been assiduously building up its marketshare in recent
years-however, it still rates low in channel endorsement compared
to its main competitors (scored lowest in every single parameter).

The overall impression
amongst channel partners is, HCL offers value for money-hence it
scores high on the price versus performance ratio. Whereas, Dell and
HP products are perceived as more reliable and better, conforming to
specifications, competitive pricing as well as user-friendliness.

The pricing advantage is
fur ther bolstered by the profit margins HCL gives to partners as
well as the transparency and fl exibility it offers in commercial
terms and policies. The consistency and effectiveness of HCL's
communication with its channel partners, consistency in honoring
commitments made by the most dedicated personnel for maintaining
partner relationships are the icing on the cake. Gradually e-biz is
gaining ground in India and therefore HCL wins several brownie points
for its online partner portal and its effectiveness as well as
turnaround time for online support.

Though the long-time
channel favorite HP has been relegated to the #2 spot this time, it
still finds several takers for its
after-sales support, especially its promptness in stock replacement,
ability to provide satisfactory repair and replacement services, as
well as the overall turnaround time. Despite being #3 overall, Dell's
honeymoon with the channel fraternity is by no means over-its
strong focus on advertising, allocation of funds for marketing as
well as the quality of manpower at its disposal makes it the
favorite as far as marketing support is considered. Lenovo, despite
losing out to the 3 top brands, still
has its appeal in certain areas. Its allocation of funds for
marketing (coop funding), flexibility in conducting localized
promotions, ability to provide satisfactory repair and replacement
services, settlement of backend incentives and consistency in
honoring commitments has found several takers amongst many channel
partners. Acer's acceptance amongst the channel community though
seems to have taken a beating. It particularly needs to pull up its
socks as far as commercial terms, marketing support and partner
relationship management are concerned.