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2017 channel events listings

When making 2017 travel plans, refer to this list of channel events -- including conferences hosted by IT vendors, distributors, industry organizations and vendors that cater exclusively to VARs and MSPs.


Three tips for offering VoIP services

Vendor selection, cross-selling and in-depth product knowledge are the keys to success when it comes to offering Voice over IP services, Mike Bloomfield writes.


BMC channel effort emphasizes solutions

BMC Software is working with channel partner companies to boost their sales pipelines, encourage solutions selling and promote a broader range of offerings.


Microsoft takes on Russian APT group in court

Experts applaud Microsoft for clever use of a lawsuit to claim command and control server domains used by malicious Russian APT group Fancy Bear.

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IT Channel Basics

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    systems integrator (SI)

    A systems integrator (SI) is an individual or business that builds computing systems for clients by combining hardware, software, networking and storage products from multiple vendors.

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    VAR (value-added reseller)

    A VAR, or value-added reseller, is a company that resells software, hardware and networking products and provides value beyond order fulfillment.

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    sales lead

    A sales lead is a potential sales contact, an individual or organization that expresses an interest in your goods or services.

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