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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.

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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.

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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.

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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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