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Demand Situation for Computer Hardware Vendors in the US: IBM-HP-Dell
Price: US $500
Length: 13 pages
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Product Description

In the race to command the US Computer Hardware marketplace, this report calls out today's winners and losers and, if the current trends continue, it foretells an inevitable future.

It has been said that one sign of insanity is for an individual to persistently repeat behaviors, all the while expecting different outcomes. Maybe this is true for corporations as well.

Over the past two years the venerable IBM, a reinforced HP, and the relentless Dell have waged war in the greatly consolidated US Computer Hardware marketplace. During these 24 months, Dell has gained 20% in overall Demand Strength, while IBM has gained 9% and HP (Compaq) has lost 16%.

Because IBM, HP, and Dell now supply the majority of computer hardware purchased by business, government, and educational institutions in the US, the competition between these firms defines the market dynamics in each category in which they compete. The revenue success and highly correlated stock price achieved by each firm reflects the company's ability to garner attraction, convert this attraction to sales, create customer loyalty, and improve the crucial metric called Demand Strength.

This report summarizes the current Demand Situation and highlights the changes that have occurred over the past two years in nine categories in which the three firms compete. The key findings herein are taken from a comprehensive body of market research conducted quarterly by Techtel and include assessments drawn from Techtel Company Opinion Tracking, Demand Chain Summaries, and Product Brand Strength and Vendor Business Problem Association research.

Among its many findings, this report provides fact-based analysis that concludes:

• Dell commands the US professional PC market and is building momentum in other categories.
• HP is losing ground to Dell and IBM in many computer hardware categories.
• IBM is associated more often with solving business problems than is either HP or Dell.
• The IT Outsourcing category is a rising star for HP.
• HP's command of the printer market underscores the challenge facing Dell in this new Dell venture.

Demand Situation for Computer Hardware Vendors in the US-IBM, HP, Dell
Introduction
Report Summary
Section I - The Demand Situation
Section II - The US Professional PC Market: Desktop and Notebook PCs
Section III - The US Professional Server and Disk Storage Market
Section IV - The Coming Printer Wars
Section V - IT Outsourcing and Systems Integration
Section VI - Miscellaneous Markets

Table of Figures
Figure 1. Relationship of Vendors to Business Problems
Figure 2. Strength of Association (IBM, HP, Dell)
Figure 3. Demand Situation for Desktop PC (IBM, HP, Dell)
Figure 4. Demand Situation for Notebook PCs (IBM, HP, Dell)
Figure 5. Vendor Share (IBM, HP, Dell)
Figure 6. Demand Situation for Low-End Servers (<$100K) (IBM, HP, Dell, Sun)
Figure 7. Demand Situation for Low-End Disk Storage (<$250K) (IBM, HP, Dell, EMC)
Figure 8. Demand Situation for Mid-Range Servers ($100K-$499K) (IBM, HP, Dell, Sun)
Figure 9. Demand Situation for Mid-Range Disk Storage ($250K-$999K) (IBM, HP, Dell, EMC)
Figure 10. Demand Situation for Printer (HP, Dell, Lexmark)
Figure 11. Demand Situation for IT Outsourcing and Systems Integration (IBM, HP, EDS)
Figure 12. Demand Situation for Communications Infrastructure Providers (Cisco, Dell, Others)

Methodology

Techtel Corporation publishes a variety of market demand and company opinion reports each quarter. This research is based on quarterly surveys of Techtel's long-standing research panels of information technology professionals. The IT Market Opinion™ survey employs a proprietary design developed by Techtel and used to measure market demand for IT products and services since 1984. Each quarter Techtel receives an average of 650 responses from our 1800-member research panel of US businesspersons with buying influence or purchase authority for IT and communications products and services. Respondents represent their companies in answering questions about various vendor products and/or services, which are organized into more than 30 categories. From the results of these surveys, we establish consistent measures of demand, demand-sales conversion, and degree of customer loyalty. All statistics are weighted for demographic consistency based on number of employees, management level, IT/non-IT department status, and panel participation history.

For more information please contact Bill Schaub at 510-655-9414 x202 or bschaub@techtel.com

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