Channel Strategies for the CIOEmail Alerts
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Breaking into new channel markets in 2012
How are you expanding your business in the channel in 2012? What areas of specialization are your customers clamoring for? What are you doing to address their needs? Check out this December issue of Channel Strategies and make sure you're on the righ... E-Zine
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Actionable information on technologies and sales tactics
This expert E-Zine from SearchITChannel.com follows the evolution of virtualization and explains how it gave way to virtual appliances. Get advice to help you determine whether this technology makes sense for your business. Plus, discover new revenue... E-Zine
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How VARs can prepare for vendor mergers and acquisitions
This month's issue features actionable information on technologies and sales tactics. You'll get expert advice on how resellers are using iPads to generate extra revenue, new opportunities with BPOS Suite, and how to navigate the vendor merger and ac... E-Zine
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Designing a VAR strategy for unified data center hardware
This e-zine features actionable information on the latest technologies and sales tactics. Read it for expert advice on unified data center hardware; learn about important purchasing considerations, and what you need to know to make the best choice fo... E-Zine
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Channel marketing strategy: It pays to be consistent
VARs and integrators know their stuff when it comes to their key technologies and vertical markets. In the inaugural issue of Channel Strategies E-zine, learn how to build brand awareness among potential customers to make sure word spreads about your... E-Zine
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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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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
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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
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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
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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
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Channel partners find success selling virtual desktop services
Selling virtual desktop services makes business sense in 2012 as mobility changes the IT landscape. VARs are reporting new success with VDI. Feature
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To the cloud: Solution providers offer cloud assessment, deployment services
As more companies look to the cloud, IT solution providers find opportunities in guiding customers through cloud assessment and pilot project deployment. Feature
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Online data storage services can still be profitable, providers say
Solution providers can use online data storage services as the first step toward selling more valuable IT services to customers. Feature
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Channel marketing strategy: Seven steps for 21st-Century success
Solution providers need to develop a channel marketing strategy that goes beyond word of mouth and vendors’ programs. Those alone just don’t cut it these days. Feature
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VMware Partner Exchange 2012 conference coverage
VMware channel partners are gathering in Las Vegas for the VMware Partner Exchange 2012 conference, and we’re there with all the latest news. Conference Coverage
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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
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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
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Integrating CRM with ERP, social and mobile is the way of the future
Standalone CRM sales are a thing of the past, as businesses demand integrated CRM solutions to maximize sales opportunities. Feature | 31 Oct 2012
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E-commerce services: Providers prepare customers for holiday rush
VARs and cloud hosting providers say that preparing retail customers for the e-commerce holiday sales surge needs to happen sooner than later. Feature | 23 Oct 2012
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A cloud hangs over CIO budgets and tech hiring
CIOs will face more pressure to cut costs, according to the CIO survey from SIM. But the details of CIO budgets and tech hiring are complicated. CIO Matters | 11 Oct 2012
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Providing paperless workflow options for document management
Paperless workflow begins with a multifunction printer, and the total document management system needs to be customized for the business needs. Feature | 08 Oct 2012
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SaaS single sign-on opportunities for the channel
Software as a Service single sign-on services can save customers time in administration and productivity. Plus, it improves security. News | 03 Oct 2012
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Enterprise skepticism remains despite cloud benefits, growth
Some companies are convinced virtualization suffices, or that clouds aren’t secure. That may not be true -- and it may cost them in the long run. News | 17 Sep 2012
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'Reseller' description losing value in the channel
Consultants and total solution providers are the labels that channel players prefer to use as they move away from using the well worn phrase 'reseller' News | 06 Jul 2012
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How will Dodd-Frank regulations impact IT?
The Dodd-Frank financial reform bill offers VARs the opportunity to further their trusted advisor status and advise customers in the area of big data and data analysis compliance. News | 20 Jun 2012
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IT channel sales strategy: Resolution selling
Solution-based selling has some big flaws, says Ingram Micro's Kirk Robinson. He explains why resolution selling makes more sense. Tip
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MSP Tip: Strategies for guiding customers to make better technology choices
While one-size-fits all doesn’t work for managed services, some customers need incentives to use better technology options to accomplish their business. A pay-as-you-go model can help guide customers with difficult storage requests. Tip
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Converged infrastructure approach coming together, albeit slowly
Data center infrastructure integrators say interest in converged infrastructure has increased and, with it, the need for cross-training technicians on servers, networking and storage. Tip
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Selling managed print services requires attention to detail
Opportunities in managed print services exist, and solution providers can sell these services. Showing customers how creating efficiency in printer logistics including location optimization and inventory management is the key. Tip
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Disaster recovery applications drive SMB virtualization adoption
The use of server virtualization in small and medium-sized businesses is still growing, with VMware ESXi servers leading the way. Channel partners are using virtualization in disaster recovery solutions and as a management tool. Tip
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Systems vendors heed these 10 tips for creating multiple sales channels
Systems vendors make various mistakes when creating multiple sales channels, as contributor Anne Zink outlines in this tip. Resellers should watch for these issues when considering partner programs. Tip
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Selling wireless LAN security to your customer's CFO
Wireless LAN security, as with all network security, seems like a no-brainer to a reseller or consultant. However, it's always necessary to have a good strategy to convey the importance of security to a customer's CFO. Get suggestions for a successfu... Tip
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802.11n creates systems integration opportunities
The 802.11n wireless standard and its MIMO radio technology offer systems integrators the opportunity to provide wireless networks capable of supporting more bandwidth and new applications to their customers. Systems integrators can look forward to r... Tip
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Earned value management (EVM) systems: Keep government projects on budget
The concept of earned value management (EVM) systems hailed from the Department of Defense in the 1950s, but it's fast becoming the "go-to" process for government agencies today. Tip
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Global compliance services a competitive advantage for resellers
In the current environment of outsourcing, deregulation, global business models and mega mergers, the newest wave of global compliance could be your next frontier of competitive advantage. Here are a few ways you can capitalize on the trend toward in... Tip
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Create business process management opportunities
Build business process management solutions specific the your customer's needs. Ask the Expert
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Business process management solutions VARs can offer
Business process management (BPM) solutions should be driven by industry and business needs. Ask the Expert
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Business process management and reoccuring revenue streams
Ask the Expert
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Convincing a customer to purchase from me rather than go direct
Prove the value of your "value-added" products and services to customers, starting with solid communication. Ask the Expert
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IT reseller
An IT reseller is an intermediary entity in the distribution channel that purchases software and/or hardware from the manufacturer or some other entity, such as a wholesaler or a distributor, and sells it to consumers. Definition
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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 vir... Definition
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administrator code
In government contracting, an administrator code (AC), like a buyer code (BC), is a code assigned to each Post Award Administrator. It is generally referenced on the cover sheet of the award. Definition
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U.S. Navy purchasing abbreviations and acronyms
U.S. Navy purchasing abbreviations and acronyms Definition
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US Department of Commerce purchasing abbreviations and acronyms
Abbreviations used by the United States Department of Commerce Definition
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Automated Best Value System (ABVS)
Automated Best Value System is a calculated formula that assesses past performance based on quality, delivery and packaging performance. Definition
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Federal Acquisition Regulation (FAR)
Federal Acquisition Regulation (FAR) is the body of laws that govern the U.S. Federal Government's procurement process. These laws are prepared, issued and maintained under the joint auspices of the Secretary of Defense, the Administrator of General ... Definition
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freemium
Freemium is a way of promoting services by offering the basic features at no cost, charging a premium only for supplemental features. The term, which is a combination of the words 'free' and 'premium,' was coined by Jarid Lukin of Alacra in 2006 afte... Definition
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deal registration
Deal registration is a feature of some vendors' channel programs in which a channel partner, often a VAR (value-added reseller) or SI (systems integrator), informs the vendor about a lead and is given priority for it... (Continued) Definition
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channel conflict
Channel conflict is a situation in which channel partners have to compete against one another or the vendor's internal sales department. Definition
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Channel Chat: Julie Parrish discusses NetApp networking partner potential
With more networks being converged, network convergence services may become a viable business option for networking solution providers. But this requires knowledge (and partnership) with storage vendors. In this Channel Chat, NetApp channel executive... Podcast
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Using 64-bit processors in Microsoft Office SharePoint Server 2010
Learn how using 64-bit processors can prepare clients for the release of SharePoint Server 2010 with this video from the 2009 SharePoint Technology Conference in Boston. Video
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Microsoft financing program expands at WPC 2009
Watch channel chief Allison Watson talk about new Microsoft financing program options in this video from her WPC 2009 keynote address. Video
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Novell partner program adds new partner incentives
The Novell partner program now offers volume rebates, deal registration and other perks, as described by Javier Colado, general manager for Novell partners. Video
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IT channel podcasts, Summer 2008
SearchITChannel.com podcasts from Summer 2008, featuring information technology news and trends for value-added resellers, systems integrators and managed services providers. Podcast
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IT channel podcasts, Spring 2008
SearchITChannel.com podcasts from Spring 2008, featuring information technology news and trends for value-added resellers, systems integrators and managed services providers. Podcast
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IT channel podcasts
The full archive of SearchITChannel.com podcasts, featuring news and trends that affect VARs, systems integrators and other information technology solution providers. Podcast
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Technology Channel Talk
Technology channel professionals will find exclusive SearchITChannel.com podcasts, audiocasts and webcasts in our Technology Channel Talk resource. Email us your requests for channel speakers and topics. Podcasts and Webcasts
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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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IT channel sales strategy: Resolution selling
Solution-based selling has some big flaws, says Ingram Micro's Kirk Robinson. He explains why resolution selling makes more sense. Tip
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IT reseller
An IT reseller is an intermediary entity in the distribution channel that purchases software and/or hardware from the manufacturer or some other entity, such as a wholesaler or a distributor, and sells it to consumers. Definition
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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
-
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
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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
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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 vir... 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
- See more All on How to Sell Technology in the IT Channel
About How to Sell Technology in the IT Channel
Tips and news to help you sell business software, hardware and services in the channel as a value-added reseller (VAR), service provider or systems integrator. Learn how to win more deals and repeat business, secure and retain more customers and increase your revenue with advice on selling computer networking, security, storage and systems solutions to large enterprises and small and medium-sized businesses (SMBs). We provide resources on lead generation, pricing schemes, packaging IT solutions, contract negotiation and management, consulting services, selling open source software and more.