How to Grow IT Channel Sales and Customers

Email Alerts

Register now to receive SearchITChannel.com-related news, tips and more, delivered to your inbox.
By submitting you agree to receive email from TechTarget and its partners. If you reside outside of the United States, you consent to having your personal data transferred to and processed in the United States. Privacy
  • How businesses choose a managed print service provider

    A recent study by IDC examined the factors involved in a customer's choice of a managed print service provider, including 'win factors.'

  • The business case for information governance management and strategy

    Trouble getting the C-suite to invest in information governance management? Information governance expert Jeffrey Ritter offers three steps to help.

  • Talk networking strategy over technology

    Amro Gebreel suggests several selling points that resellers might find beneficial to include in a wireless networking pitch, with a focus on strategy rather than hardware

  • dynamic pricing

    Dynamic pricing, also called real-time pricing, is an approach to setting the cost for a product or service that is highly flexible. The goal of dynamic pricing is to allow a company that sells goods or services over the Internet to adjust prices on the fly in response to market demands. 

  • VARs adding value to the IT procurement process

    VARs are finding success -- and profit -- in adding value to the IT procurement process, addressing inventory, warranty, pricing and testing issues.

  • unique selling point (USP)

    A unique selling proposition (USP, also seen as unique selling point) is a factor that differentiates a product from its competitors, such as the lowest cost, the highest quality or the first-ever product of its kind. A USP could be thought of as “what you have that competitors don’t.”

  • positioning statement

    A positioning statement is an expression of how a given product, service or brand fills a particular consumer need in a way that its competitors don’t. Positioning is the process of identifying an appropriate market niche for a product (or service or brand) and getting it established in that area.

  • positioning

    Positioning, in a marketing context, is the process of identifying an appropriate market niche for a product, service or brand and getting it established it in that area. The endeavor is further broken down into those three categories. Product positioning, for example, seeks to find a unique niche within the market for a particular product, in which, ideally, it addresses a consumer need that no other product satisfies.

  • wallet share

    Wallet share is a marketing metric used to calculate the percentage of a specific consumer's spending for a type of good or service that goes to a particular company. For example, if a consumer spends $60 a month at fast food restaurants and $30 of that amount is spent at McDonald's, McDonald's has a 50% wallet share for that customer.

  • Technology business development plan: Overcoming challenges

    Find out how IT solution providers are approaching the challenges of building a successful business development plan.

  • VIEW MORE ON : How to Sell Technology in the Channel