How to Grow IT Channel Sales and Customers

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  • 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