Channel business management strategies

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  • Why is it important to use security metrics with my clients?

    When looking at security metrics, it's important to understand what is measured, why and for whom. Learn why it is not always easy to quantify ROI for security expenditures. 

  • How do I determine the right number of security vendor partners?

    A VAR relies on solid relationships with security vendor partners to help them grow their channel business. Some VARs partner with a handful of vendors, while others cast a much wider net. In this expert response, learn how VARs can strike the proper... 

  • How do I know when I have enough vendor partners?

    Vendor partners have obvious value, but they also involve a commitment of time and money on behalf of the VAR or consultant. Learn the advantages and disadvantages of having too many – or too few – vendor partners 

  • What should I know about green security?

    Green security emphasizes the role of security tools, methods and practices that reduce a company's environmental impact. It dovetails with a wider eco-friendly push in the consumer market, where "going green" is increasingly important. But is green ... 

  • When is security hardware and software mature enough for my clients?

    Learn how to take software maturity and hardware maturity into account when recommending security products and services to your clients. 

  • Becoming a storage partner

    Entering into a partner program with a vendor will raise a VARs visibility and credibility. Make sure you have skills and infrastructure necessary to take advantage of the opportunity when it comes along. 

  • Specialize in one or generalize in many products

    Expert Kenneth Milberg describes the benefits of specializing in one vendor's products over generalizing in many products. 

  • sales performance management (SPM)

    Sales performance management (SPM) is the practice of monitoring and guiding personnel to improve their ability to sell products or services.  

  • exit strategy

    An exit strategy is a planned approach to terminating a situation in a way that will maximize benefit or minimize damage. The planned approach can be applied to exiting any type of situation but the term is most often used in a business context, in r... 

  • IT procurement

    IT procurement is the series of activities and procedures necessary to acquire information technology products or services. 

  • channel captain

    A channel captain is the individual or organization responsible for managing a particular distribution channel and overseeing channel partnerships. The channel captain is usually a channel member. 

  • Apple Authorized Service Provider (Apple ASP)

    An Apple Authorized Service Provider (Apple ASP) is an individual or organization that can legally service Apple products although their warranties are held by other entities. Service by anyone other than an authorized service provider (ASP) will ren... 

  • VAR agreement (value-added reseller agreement)

    A VAR agreement is a legal contract between a manufacturer and a value-added reseller that specifies details of the rights and obligations of both parties. 

  • vendor neutral

    Vendor neutrality is a business and design approach that seeks to ensure broad compatibility and interchangeability of products and technologies. The model encompasses non-proprietary design principles and unbiased business practices. 

  • affiliate (associate)

    An affiliate or associate business is a company with a parent corporation that owns less than a controlling percentage of the company's voting stock. 

  • professional services automation (PSA)

    Professional services automation (PSA) is a type of software application suite that provides a service business with the functionality it needs to manage core business processes. 

  • distribution channel

    A distribution channel is the network of individuals and organizations involved in the process of moving a product or service from the producer to the end user. 

  • See more Definitions on Channel business management strategies
About Channel business management strategies

Explore news, features, trends and advice for IT solution providers, including value-added resellers (VARs), systems integrators, managed service providers (MSPs) and IT consultants on channel business management strategies. This section includes content on channel business development, business models and strategy, management issues, plus marketing strategy and plans for IT solution providers. Articles examine issues such as persuading potential customers to buy through an indirect channel, how to make money on open source software, whether to become a specialist or a generalist solution provider and more.