Harte-Hanks: Tech Vendors Rely on BTB E-Commerce

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Resellers, dealers and distributors in the tech sector rely twice as much on business-to-business e-commerce to drive sales as companies across all industry segments combined, according to a study released yesterday by Harte-Hanks.


The study was based on 16,838 interviews over 15 months with value-added resellers, software vendors, distributors, systems integrators and other resellers.


Harte-Hanks said the study also indicates longevity among these companies, as 95 percent of those interviewed represented companies in business more than five years and nearly 40 percent represented businesses at least 20 years old.


Top industry sectors served by these sellers of tech products include healthcare, government, finance, education and manufacturing. Seventy percent derived at least 50 percent of revenue from small and medium-size businesses, following a sector-wide trend. And 48 percent of interviewed sites said they do not sell into large businesses at all.


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