How to Grow Sales and Customers

go-to-market strategy (GTM strategy)

A go-to-market strategy (GTM strategy) is an action plan that specifies how a company will reach customers and achieve competitive advantage.  Definition

VAR business decisions: Investing in a new IT practice area

Read up on IT solution providers' decision-making processes for investing in new practice areas.Feature

Spending plan trends for enterprise data protection

The fall 2012 storage Purchasing Intentions Survey reveals storage spending plan trends around enterprise data protection such as DR and compliance.End-user survey results

Channel sees potential in Windows Phone for business customers

With Windows Phone 8 out the door, channel organizations cite management and BlackBerry's decline as positives for enterprise, BYOD as a negative.Feature

Microsoft Lync Server

Microsoft Lync Server is enterprise software that provides a platform for unified communications (UC). Lync Server provides an infrastructure to integrate common channels of business communication including instant messaging (IM), VoIP (voice over IP), file transfer, Web conferencing, voice mail and email. Definition

Partners find opportunities with Google Chromebook and Chromebox sales

Google's Chromebook and Chromebox products are finding traction in education and second-generation products are picking up sales in other verticals.Feature | 08 Nov 2012

Storage optimization appliances fix virtualization pain points

Increased virtualization use in data centers means VARs have an opportunity to provide services around storage optimization appliance tools.Feature | 17 Oct 2012

Upgrade to Windows 8: Who will make the switch?

As Microsoft gets ready to roll out Windows 8, will IT pros invest the time and money necessary to learn the new interface?News | 05 Oct 2012

Navigating the vendor merger and acquisition binge

John Moore

John Moore is a freelance writer specializing in business and technology.Contributor

Channel discovers scale-out architecture allies in SMB storage space

IT solution providers looking for an SMB-friendly scale-out architecture for their storage customers have a new group of partners to consider.Feature

Information technology trends 2013: Five channel hot spots

Read up on the top five technology trends in 2013 to find out what will dominate solution providers' strategies in the coming year.Feature

Managed security service strategy calls for vigilance

Targeted threats require constant attention, plus unified threat management with intrusion detection, patch management and content filtering.Feature

IT channel strategy tips for evolving SMB needs

Adjusting your IT channel strategy to meet the needs of small and medium-sized businesses includes offering cloud and BYOD management services.Q&A

Wireless network services in demand, driven by mobility

As SMBs update technology and accommodate guest mobile access, networking integrators report increased wireless network service contract sales.Feature | 20 Sep 2012

GRC software opportunities abound thanks to regulations, automation

Solutions providers find success selling GRC software as more customers struggle with regulatory compliance, especially in health care.Feature | 11 Sep 2012

Code scanning tools protect customers from open source licensing risks

Earn customer trust by protecting them from open source licensing risks by using code scanning tools in custom software to ensure GPL compliance.Feature

Corporate desktop purchasing fading into history

The days of large scale corporate desktop PC refreshes look set to end as a result of BYOD changing the way staff acquire technologyNews | 13 Aug 2012

Cloud disaster recovery services: Customers want 'DR as a Service'

Customers look to cloud disaster recovery services for business continuity. Providers must offer reliable backup, stronger service-level agreements.News | 01 Aug 2012

Upgrading to SSD gives SMBs performance boost on aging PCs

Solution providers can revive customers’ sluggish desktops and laptops by upgrading to solid-state drives. SSDs are a good sales opportunity if you have cash-strapped SMB customers.Feature

Fresh lunch-and-learn ideas: Practical tips for better IT demand generation

Get four practical tips for a better return on the time you spend at lunch-and-learns with customers and vendor partners.Channel Voices

Research: Indirect sales of IT products flat in 2012

NPD Group data shows indirect sales of IT products through distributors grew less than 1% in 2012 and reseller sales dropped by about the same amount.News | 07 Feb 2013

VARs give good marks to sales lead management systems

VARs and integrators are finding that sales lead management tools such as CRM and marketing automation software are helping keep leads alive.Feature

IT channel sales cycle: How to close a sales deal more quickly

Learn four best practices for shortening the IT channel sales cycle and close deals more quickly.Feature

hosted virtual desktop (HVD)

A hosted virtual desktop (HVD) is a user interface that connects to applications and data that are stored on a cloud provider's servers rather than on the user's computer or the corporate network. An HVD is sometimes referred to as a cloud-hosted virtual desktop.Definition

Selling WAN optimizers: No longer a specialty skill set

Solution providers report that businesses are increasingly including WAN optimizers as part of new installations or move requests rather than as a secondary mandate.Feature

Desktop virtualization market size grows; small companies represented

The virtual desktop market is growing, and it's predicted that midmarket companies will see the most growth in the next few years.Feature

Disaster recovery gets a virtualization boost

New products and new ways of thinking are bringing disaster recovery-based virtualization tools within reach of customers.News | 26 Nov 2012

Channel builds business in open source

The virtues and vices of virtual appliances

HP channel partners welcome new rules to avoid channel conflict

HP channel partners say the company's new rules of engagement are a good step toward overcoming channel conflict with HP's sales teams.News | 20 Feb 2013

partner program

A partner program is the method that information technology vendors use to engage solutions providers to get them to sell the vendor's product and associated services.Definition

Leah Rosin

Leah Rosin coordinates and plans the content for SearchITChannel.com, SearchSystemsChannel.com, and Search400.com.Site Editor

Dell-SonicWALL acquisition: Channel benefits and some concerns

The Dell-SonicWALL acquisition could benefit channels from both companies, but SonicWALL partners want to be sure they're recognized and supported in the Dell ranks.News | 23 Mar 2012

MySQL partner community talks of market maturation, despite lackluster Oracle channel support

Despite Oracle’s lack of marketing support for MySQL, VARs and developers are seeing success with the database with the help of SkySQL and recent enterprise-features.News | 12 Dec 2011

Retailers give SMB VARs time to focus on the big deals

Sending customers to local and online technology retailers for low-margin products helps IT solution providers focus on fixing their clients’ big problems.News | 06 Dec 2011

Vendors allege partner program misuse feeds gray market problem

Gray market alliance contends that abuse of channel programs and funding contributes to a $54 billion problem.News | 02 Jun 2011

Cisco and AT&T partner to sell Cius tablet: Small VARs beware?

Cisco and AT&T have partnered up to sell the Cius tablet in the enterprise business space. Will this partnership risk the chance of smaller VARs selling the Cius tablet?News | 24 May 2011

Dell killing partners ... with kindness

To the surprise of many, Dell is emerging as a channel-friendlier vendor, thanks in no small part to its acquisitions of EqualLogic and Compellent.News | 02 May 2011

Cloud, software push puts HP at odds with Microsoft

HP's new focus on software and cloud computing has VARs worried about the vendor’s relationship with Microsoft, its longtime ally.News | 23 Mar 2011

Sustainability technology solutions: Green ERP, building modeling

Solution providers interested in sustainability technology are finding good potential around green ERP products and business modeling consulting.Feature

HIMSS 2013 New Orleans: Avnet, partners set up shop

Avnet has a big presence at HIMSS 2013 New Orleans, showcasing services, hardware and software along with eight of its partners.News | 06 Mar 2013

Cloud compliance management solutions in use at small banks, credit unions

Solution providers report that community banks and credit unions are showing an increased interest in cloud IT services and cloud GRC.Vertical Spotlight

HP software revenue: Company looks to partners to drive more business

HP sets strategy to increase software revenue from $4B to $45B by leaning more on partners; focus is on IT management/cloud, security and big data.News | 21 Feb 2013

Channel outlook: American manufacturers want cloud, basic ERP

Despite a mixed economic picture, channel executives are cautiously optimistic about business with American manufacturers.Feature

Capturing the stimulus

Today’s technologies shape VAR offerings

What are the top three IT vertical markets in 2012?

Channel partners say health care IT services still rank above other IT vertical markets, but real estate and energy practices show promise.Feature

Health care VDI projects in high demand

Solution providers report that health care VDI projects are in demand and creating channel opportunities.Feature

Leah Rosin

Leah Rosin coordinates and plans the content for SearchITChannel.com, SearchSystemsChannel.com, and Search400.com.Site Editor