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How to Sell Technology in the IT Channel News
January 08, 2018
Citrix Summit 2018: The virtualization and cloud vendor unveiled a new program structure for Citrix partner firms that will pull together five channel incentive programs under one umbrella.
November 03, 2017
Channel partners can expect to see Cisco software play a bigger role on projects as the vendor bundles hardware with subscriptions and organizes its offerings around suites.
October 24, 2017
The Modernize Traditional Applications program, unveiled at DockerCon 2017, is seeing traction among customers interested in adopting container technology, Docker partners said.
July 14, 2017
Kaseya said its Powered Services offerings can help MSPs quickly expand their portfolios to include security and network management services; other news from the week.
How to Sell Technology in the IT Channel Get Started
Bring yourself up to speed with our introductory content
Channel conflict is a situation in which channel partners have to compete against one another or a vendor's internal sales department. Continue Reading
Solution selling refers to the philosophy or practice of uncovering a customer's pain points and then providing products and services that address the underlying business problem. Continue Reading
As the digital transformation business moves into back-office operations, systems such as procurement may be among the candidates for renewal. Continue Reading
Evaluate How to Sell Technology in the IT Channel Vendors & Products
Weigh the pros and cons of technologies, products and projects you are considering.
In hindsight, NSI would have done a few things differently during its transition from a reseller to an MSP. NSI president Tom McDonald shares lessons learned from the journey. Continue Reading
Experts share strategies for battling price erosion in the competitive managed services market. MSPs shouldn't bow to pricing pressures without trying these approaches first. Continue Reading
Channel partners may find new business opportunities in container consulting as customers grapple with container adoption and how to achieve competitive advantage. Continue Reading
Manage How to Sell Technology in the IT Channel
Learn to apply best practices and optimize your operations.
This rise of cloud computing is transforming the MSP sales landscape, cloud solutions providers and other channel partners. Here is how to cope. Continue Reading
Vendor selection, cross-selling and in-depth product knowledge are the keys to success when it comes to offering Voice over IP services, Mike Bloomfield writes. Continue Reading
B2B events can help channel partners build relationships, but only if they define a clear purpose, market to customers they know, carefully plan the agenda and inspire action. Continue Reading
Problem Solve How to Sell Technology in the IT Channel Issues
We’ve gathered up expert advice and tips from professionals like you so that the answers you need are always available.
Pitching your services to a law firm's IT committee can be challenging, but there are ways to get your message across, according to Andrew Harrover of Matrix Computer Consulting. Continue Reading
Marketing may not be a channel strength, but Cisco hopes to help partners adopt digital marketing practices. Continue Reading
Channel partners must ensure they make customer contracts they can abide by. The managing attorney of InfoTech Law Advocates outlines a number of common liability issues. Continue Reading