A survey by research firm IDC of 43 US-based channel partners with an average of 1,000 employees shows a major disconnect between the financing requirements of clients, and what channel partners have the ability to offer them.

According to the survey, 64 per cent of large channel partners said their customers are more interested in IT financing and leasing programs than they were just six months ago. Some 11 per cent of partners reported they don't have the access to capital they need to continue business as usual.

The situation is particularly acute for smaller resellers. Some 20 per cent of smaller resellers, defined as those with less than US$5 million in annual revenue, said they had inadequate access to capital. Nearly half of partners said they were having trouble getting customers financed in this economy, and amongst smaller partners that number rises to 73 per cent.

Joseph Pucciarelli, program director, technology management and financing strategies with IDC, said he believes vendors understand the need for and importance of financing, but they're constrained by the same tightening of credit terms that customers and partners are facing.

"Maybe 18 months ago there was a certain level of underwriting criteria but that criteria has changed for everybody, not just the channel," said Pucciarelli. "Transactions that would have been readily completed 18 months ago aren't going to be readily completed today."