Study will provide a “robust” database tool, market survey and detailed analysis.
Market analysts InfoTrends are to offer a new study, titled European Office Vertical Market Opportunity Analysis, to enable strategic planning for channel coverage and market segmentation by vertical industry and company size. The study is expected to benefit office equipment and supplies vendors, paper mills, MPS providers, software vendors, and channel players in France, Germany, and the UK.
The company noted that the office document industry in Western Europe is showing an increased focus on paper-intensive industries, with many OEM suppliers and channel businesses aligning their organisations and go-to-market strategies to identify and address print in addition to paper-intensive applications and workflows; stating that “this is a reflection of the mature state of the document output market”.
The analyst said: “Growth in this industry requires the capture of market share from competitors and the ability to fully engage in managed print services. However, mature markets also present the challenge of entrenched competitors with long-established distribution partners. As a result, capturing market share demands new ways of aligning strategy with distribution channels and exploiting innovative ways to segment markets and customers.”
Having a clear understanding of where page volumes are in decline or are growing – by vertical industry, size of business establishment, and geographical area – “will have both strategic and operational advantage”, according to InfoTrends, with these vendors and channel businesses more likely to have the ability to “fine-tune go-to-market strategy and target persistent page volume at the local level through direct sales and/or channel partners”.
Jon Reardon, Group Director at InfoTrends, commented: “Our main objective for this study is to deliver a powerful database tool that enables clients to segment markets, perform analysis, and develop strategic plans to maximise go-to-market effectiveness and sales activities. We’ll deliver total France, Germany, and UK forecasts of installed base, print volume, and print capture by vertical industry, establishment size, and product category and provide guidance on pages under MPS contracts, providing actionable market information for subscribers.”
The analysis will use “actual hardware usage statistics”; “EU/government data statistics” and a “database and user interface functionality” from InfoTrends’ Strategic Mapping Application; as well as “comprehensive quantitative survey research by vertical market industry segment” and “over 20 years of market sizing and forecasting within the office document output market”.