May 27, 2019

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Russian channel eyes SMB growth potential

by Stuart Wilson, Wednesday 11 June 2014

A recent survey conducted by DISTREE Events has found that 62% of ICT resellers and retailers operating in Russia expect their sales to small and medium business (SMB) customers to increase in 2014. The survey was conducted ahead of this month’s DISTREE Russia & CIS channel event, taking place in St. Petersburg from June 24th to 26th.

Liam McSherry, Marketing Director at DISTREE Events, commented: “Three quarters of all channel partners surveyed planned to increase their portfolio of products and services targeted at SMB customers. Reaching Russia’s extensive SMB customer base through reseller and retailer channel is now a top priority for ICT vendors and solution suppliers looking to tap into this growth market.”

The survey highlighted several SMB verticals that channel partners believed offered the greatest growth potential for 2014. In total, 57% of survey respondents expected strong sales growth to government and state SMBs, 48% identified retail SMBs as a growth segment and 45% believed construction-related SMBs offered an increased business opportunity.

McSherry added: “The SMB channel is a key focus area at DISTREE Russia & CIS 2014. Vendors and solution suppliers need to ensure they have sufficient distribution reach in Russia and also build strong working relationship with the second tier channel partners – both resellers and retailers – that can serve their target SMB customer segments.”

In terms of priorities, SMBs in Russia were showing a strong interest in specific product categories. One of the highest priority spending areas for SMB customers was mobility solutions, mentioned by 56% of channel partners surveyed. This was followed by storage solutions, mentioned by 51%, and additional hardware investment cited by 49% of channel respondents.

DISTREE Russia & CIS provides vendors and distributors of technology products and solutions with a unique opportunity to pre-schedule one-on-one meetings with the region’s leading channel partners. DISTREE Russia & CIS has also teamed up with Russia’s most influential distributors to bring a leading assortment of SMB-focused vendors to this year’s event.

Positioned as an exclusive invitation only event, DISTREE Russia & CIS attracts senior channel executives from across the region. The efficiency of the event format, coupled with the chance to meet senior executives from both existing and potential suppliers, makes DISTREE Russia & CIS a ‘must attend’ event for all those involved in Russia & CIS channels.

The DISTREE Events survey defined SMBs as companies with between 0 and 250 employees. The survey was conducted in early June 2014 and based on responses from 70 verified reseller and retailer organisations operating in Russia.

DISTREE Russia & CIS 2014

DISTREE Russia & CIS is the region’s premier annual channel event for vendors looking to manage, build or launch channels in this strategically important market. Leading retailers, resellers and distributors from across Russia & CIS attend the event, allowing vendors to accelerate their channel development and drive business success across Russia & CIS.

DISTREE Russia & CIS operates a unique business model based on an ‘invitation only’ event format, offering a compelling mix of pre-scheduled one-on-one meetings, keynotes, awards and networking opportunities for vendors and channel executives operating in the Russia & CIS region. For more information, visit www.distree-russia.com.

DISTREE Russia & CIS 2014 is scheduled to take place place at the Pulkovskaya Radisson Hotel in St. Petersburg from June 24th to 26th. Vendors wishing to attend the event should contact fsimard@distreevents.com quoting code DRU14.

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