How to Sell Technology in the IT Channel

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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... 

  • 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... 

  • 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... 

  • 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... 

  • 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... 

  • 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 ... 

  • 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 “wh... 

  • 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... 

  • 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 positi... 

  • 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 t... 

  • 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. 

  • 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... 

  • 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. 

  • U.S. Navy purchasing abbreviations and acronyms

    U.S. Navy purchasing abbreviations and acronyms 

  • US Department of Commerce purchasing abbreviations and acronyms

    Abbreviations used by the United States Department of Commerce 

  • See more Definitions on How to Sell Technology in the IT Channel
  • 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... 

  • 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. 

  • 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. 

  • 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. 

  • 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. 

  • 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. 

  • 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. 

  • 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. 

  • 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 ... 

  • 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 “wh... 

  • 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... 

  • 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 positi... 

  • 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 t... 

  • Technology business development plan: Overcoming challenges

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

  • 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.