Channel Strategies for the CIOFAQs:Lead management
More Information on Lead Management
Get the top resources on lead management from across TechTarget's channel sites.
Forming profitable partnerships:
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Partner relationship management software helps vendors oversee resellers
01 Aug 2007
Article - Partner relationship management (PRM) software is meant to help vendors deal with their channel, just like CRM can help the channel deal with its customers. But vendors who buy it are looking to boost their bottom line, and their top concern is usually...
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Avoiding failed managed service provider (MSP) partnerships
Feature - Managed service provider (MSP) partnerships fail for a variety of common reasons, one of which is lack of communication. Learn how to avoid being part of a failed MSP partnership.
Generating new leads:
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How to provide VoIP services and generate new leads
(presented by SearchNetworkingChannel.com)
Feature - If you provide VoIP services, your business has the potential to add new features to your clients' communications systems, as compared to providing traditional TDM-based systems. Learn how providing VoIP services could be a great way to increase your...
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Generating leads for the 'next new thing'
Tip - Gaining new customer accounts often involves some fancy footwork. This tip presents Info-Tech survey findings to help you identify when to approach a potential customer -- and who in the organization to approach -- so you can better understand business...
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One good deal nets another when selling offsite storage
10 Apr 2007
Article - In the offsite storage services market, satisfied customers can be a better sales tool than the best technology available.
Selling yourself and your business:
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Five rules for service providers: Negotiating deals with business technology customers
29 Nov 2006
Column - Service agreements catch integrators and VARs in a tight place between the vendor and customer. But if you negotiate strategically, you can work out deals that please customers without eating into your own margin.
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Five steps to IT marketing success
Channel Business How-To - Growing a channel business involves more than technology. Using these steps, you'll be able to effectively market your channel IT consulting business by getting the message out.
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MSPs share how-to on migrating to managed services business
03 May 2007
Article - Converting from a product-sales-focused VAR to a managed service provider means changing your pricing, organization, services and sometimes your customer contacts.