Channel Partners Describe the IT Hardware Business

What is the current state of IT hardware dealers and sub distributors, SI, solutions providers, retailers etc.?

- DR ARCHANA VERMA

The IT hardware business in India, especially of laptops, is described as ever growing by the market survey organisations. According to one study, the revenue generated in the laptops market in India amounts to USD 2.6bn in 2025 andis projected to grow annually by 7.41% (CAGR 2025-2029). Workstations record a higher sale than laptops. Personal computers are the highest selling products among laptops.

A Closer Look

That said, it is essential to look beyond the optimistic figures. These figures comprise all segments of the laptop business in India, including offline ad online, channel and direct selling. The coming of online platforms has cut into the revenue of the offline selling, which is resented by the channel partners. However, the major chunk of B2B reselling is still done by the channels, as online can be used for purchasing only one or two pieces. When large quantities are required, channel is the only option. Besides, many channel partners have profiles online and they also participate in selling single pieces.

Further, US, China and Japan are still ahead of India in terms of revenue generated from laptops. In any case these revenue figures are collective of the entire market. When we break them into channel partnership, online and direct selling to organisations, we get a different scenario. The channel partners feel the vendors are not treating them as favourably as they used to.

There are some channel partners however, who understand that the market will continuously evolve with the changing technology and they can't remain complacent with their older modes of doing business.

Channel Speak