Channel Strategies for the CIOEmail Alerts
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RMM software selection process factors: Integration and beyond
The choice you make when selecting RMM software often boils down to the best combination of integration, deployment and automation characteristics. Feature
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Telecom, IT providers engage in turf wars, partnerships as they face the cloud
Telecom and cable companies are eyeing ground traditionally held by IT solution providers as both face the encroaching cloud services market. Feature
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Technology business development plan: Overcoming challenges
Find out how IT solution providers are approaching the challenges of building a successful business development plan. Feature
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KPIs: Monitoring VAR business metrics for a better bottom line
Find out how your peers are monitoring their VAR business metrics, identifying trends and making operational changes to improve the bottom line. Feature
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Channel recruitment and VAR staffing best practices
For many solution providers, VAR staffing challenges present a stumbling block for growth. Get advice for overcoming those challenges. Feature
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2013 shaping up to be a 'decent' year for IT data storage spending
IT data storage is always a struggle, but storage managers should have a little more money in 2013 to spend on techs that can help ease the crunch of growing capacity demands. Feature
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Technology financing options open door to deals for VARs
Vendors and third-party financing companies are offering new options in technology financing, such as solution financing and targeted credit programs. Feature
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Technology Priorities for 2013
Technology Priorities for 2013 Download
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Conducting technology market research for new techs, products
Find out how channel partners approach researching the market potential of techs or products they're considering adding as a business offering. Feature
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Why persistence pays off
Paul Clapham looks at the statistics behind the sales to uncover a shocking secret - and a reseller's secret weapon Feature
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Cyber liability insurance: MSPAlliance revamps group coverage
The MSPAlliance aims the spotlight at cyber liability with a new cloud provider and MSP insurance program that protects against lost profits and more. News | 26 Apr 2013
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ConnectWise rolls out integrated ModernOffice Suite
Release of suite integrating PSA, RMM and quoting software signals ConnectWise move toward an end-to-end IT lifecycle management tool for VARs, MSPs. News | 09 Apr 2013
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Survey results: VARs report customers’ IT spending 2012 expectations
VARs expect customers to increase spending on security more than any other IT area in 2012. See which security segments will grow the most. News | 07 Feb 2012
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Increased information security spending boosts security VARs
Security VARs and solution providers are reporting strong business growth thanks to increased information security spending. Article | 02 Mar 2011
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D&H Distributing unveils new partner program
D&H Distributing Co. has a new partner program, called the VIP Partner Program, which is geared toward VARs working with SMBs. Article | 22 Oct 2009
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Peer group organization helps small VARs grow through best practices
Peer groups, such as those in the Heartland Technology Group (HTG) program, help small value-added resellers (VARs) learn and adopt best business practices as they grow, developing strong vendor relationships, better sales and customer support, and h... Article | 02 Sep 2009
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How channel partners can profit from security vendor consolidation
Vendor consolidation can be a difficult thing for a channel partner to experience. But if it's regarded as a golden opportunity rather than a time to panic, the channel partners as well as their customers stand to benefit. Article | 05 Aug 2009
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Selling technology in a recession: VARs tackle executive boardroom
With the recession chopping IT budgets, VARs and other channel partners are adjusting by bypassing CIOs and network managers. They're selling network technology directly to the CEOs and other members of the executive boardroom. Article | 15 Jul 2009
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Do social networking sites deliver ROI for channel partners?
Social networking sites like Partnerpedia and LinkedIn are being used by many channel partners to improve communication with vendors and customers. But while some pundits claim that you can't get by in business today without using social media, many ... Article | 08 Jul 2009
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What Cisco's data center, virtualization play means for partners
At Cisco Partner Summit last week in Boston, the company announced growth of several channel partner and customer initiatives as part of its data center and virtualization architecture play. Cisco introduced partner programs, two new IT career certif... Interview | 09 Jun 2009
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Reseller view: the Holy Grail of customer service
In the second of a three-part series from O2 Wholesale, Adrian Barnard from reseller Modern Communications explores how the channel can establish and maintain satisfaction among customers Tip
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VAR marketing strategy: Focus on customer outcomes
VAR marketing professionals must stay focused on the success of customers. Get advice for keeping that tenet top of mind. Tip
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Solution provider social media: Twitter mistakes to avoid
For the best return on your Twitter time and resource investment, your Tweets should adhere to some guiding principles. Follow our list of dos and don’ts. Tip
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Are SEO services a good addition to your line-card?
Providing SEO services to SMBs is a good business opportunity for VARs, because an optimized website can bring customers a lot more business. Tip
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IT channel partners: Storage vendor selection process
Find out what criteria one VAR uses in the storage vendor selection process, including assessments of domain expertise, partner program requirements and deal registration rules. Tip
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Create a computer security blog to attract and retain customers
Blogging can produce new leads for security solution providers. Focus on content in your computer security blog that connects with customers. Tip
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Planning for RSA Conference 2011: Session suggestions and expo advice
In this edition of Patrolling the Channel, Kevin McDonald of Alvaka Networks shares his advice for getting the most out of your trip to the 2011 RSA Conference. Tip
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Impact of storage acquisitions on the channel
Get advice for how to react to storage acquisitions that affect your data storage companies of choice, frequently involving not-so-subtle hints from acquiring vendors that you change what's on your line card. Tip
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Vendor/reseller agreement: Avoid midproject partner conflict
Find out how to construct a vendor/reseller agreement document to delineate rules of engagement around margins, types of services/support, marketing and training with your storage vendors. Tip
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Patrolling the Channel: Global business expansion for security VARs
In this podcast, Lieberman Software's Jess Richter discusses when, why and how security solution providers should expand their businesses to other countries. Tip
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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. Ask the Expert
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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... Ask the Expert
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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 ... Ask the Expert
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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 Ask the Expert
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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. Ask the Expert
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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. Ask the Expert
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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. Ask the Expert
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IT procurement
IT procurement is the series of activities and procedures necessary to acquire information technology products or services. Definition
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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. Definition
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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... Definition
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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. Definition
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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. Definition
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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. Definition
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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. Definition
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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. Definition
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not for resale (NFR)
Not for resale (NFR) is a designation for products that vendors give to their channel partners for testing and educational purposes with the understanding that the channel partner will not resell those products. Definition
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Large Account Reseller (LAR)
A large account reseller (LAR) is a label used by Microsoft to identify its largest value-added resellers (VARs). Definition
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Marketing security services: Ideas for marketing your business
Podcast: Get advice for marketing security products and services, including how much to spend on marketing, using video and talking up breaches. Podcast
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Network solution provider talks network virtualization strategy, security
Learn how network solution provider Personal Computer Resources from Braintree, Mass., deals with network virtualization strategy, green networking, network security and more in this edition of Solution Provider Spotlight. Video
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Channel Chat: Using social media to reach customers
Using social media applications like Twitter is all the rage now, but how can VARs and integrators leverage the use of social media to reach customers and market themselves? In this podcast, learn how using social media like Twitter can increase bran... Podcast
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Channel Chat: Making customers stimulus package ready
President Obama's stimulus package includes a hefty sum of money going to healthcare and education technology. With a wealth of opportunities for networking VARs here, Scott Camoratti, VP of government services at Global Crossing, discusses what VARs... Podcast
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Channel Chat: Is partnering the way to launch a data center practice?
Networking VARs may need to partner with outside solution providers to begin offering data center solutions. Podcast
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IT procurement
IT procurement is the series of activities and procedures necessary to acquire information technology products or services. Definition
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RMM software selection process factors: Integration and beyond
The choice you make when selecting RMM software often boils down to the best combination of integration, deployment and automation characteristics. Feature
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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. Definition
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Telecom, IT providers engage in turf wars, partnerships as they face the cloud
Telecom and cable companies are eyeing ground traditionally held by IT solution providers as both face the encroaching cloud services market. Feature
-
Technology business development plan: Overcoming challenges
Find out how IT solution providers are approaching the challenges of building a successful business development plan. Feature
-
KPIs: Monitoring VAR business metrics for a better bottom line
Find out how your peers are monitoring their VAR business metrics, identifying trends and making operational changes to improve the bottom line. Feature
-
Reseller view: the Holy Grail of customer service
In the second of a three-part series from O2 Wholesale, Adrian Barnard from reseller Modern Communications explores how the channel can establish and maintain satisfaction among customers Tip
-
Channel recruitment and VAR staffing best practices
For many solution providers, VAR staffing challenges present a stumbling block for growth. Get advice for overcoming those challenges. Feature
-
2013 shaping up to be a 'decent' year for IT data storage spending
IT data storage is always a struggle, but storage managers should have a little more money in 2013 to spend on techs that can help ease the crunch of growing capacity demands. Feature
-
Technology financing options open door to deals for VARs
Vendors and third-party financing companies are offering new options in technology financing, such as solution financing and targeted credit programs. Feature
- See more All 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.