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Top VAR business concerns
Paul Myerson, senior channel analyst at Enterprise Strategy Group, examines 10 questions that address the top five concerns of VARs and solution providers. Guide
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Microsoft Worldwide Partner Conference 2008 coverage
Find all of SearchITChannel.com's coverage of the Microsoft Worldwide Partner Conference in one easy place. Conference Coverage
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Study Guide: New technology trends
Test your knowledge of the latest and greatest new technology trends -- in networking, security, storage and systems -- that you told us are big priorities in the coming year. Study Guide
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Channel Business How-tos
SearchITChannel.com's Channel Business How-To series provides actionable advice for managers of channel businesses. You'll find high-level, but highly specific, tips for running a successful reseller, service provider or IT consulting business. How-To
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Telepresence
Learn about emerging telepresence technologies and how value-added resellers can benefit from selling telepresence solutions. Special Report
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Vertical markets
VARs and resellers often choose to specialize in one or more vertical markets in the channel, allowing them to target potential new clients and increase account penetration with a richer set of products and services -- leading to increased revenue an... Channel Explained
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What do channel partners overlook when evaluating vendor partner programs?
While it's important to take transactional business into account, the hidden value of a vendor partner program is the amount of residual income it can provide. FAQ
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Are there costs associated with joining a vendor partner program?
Service providers should not expect to incur hard dollar costs when joining a vendor partner program, though soft dollar costs should be expected. FAQ
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How do vendor partner programs create value for the channel?
As far as channel partners are concerned, vendor partner programs are only as good as the benefits they deliver. Learn three important ways in which vendor partners create value for channel partners. FAQ
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What should channel partners look for in a vendor partner program?
Not all vendor partner programs are created alike. Learn why money, ease of entry and reseller support are essential components of a good vendor partner program. FAQ
- See More: Essential Knowledge on How to Sell Technology in the IT Channel
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Business intelligence apps help customers organize and understand data
Customers who have a lot of data and need a way to absorb its value are turning to channel solution providers for business intelligence tools. News | 30 Jan 2012
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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
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Tech Watch: Fierce segmentation drives custom server sales
Custom servers find home in small businesses and high-performance computing. News | 22 Aug 2011
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Social media archiving emerges as channel opportunity
For VARs and MSPs that already do email archiving, social media archiving is a logical next step. News | 27 Jul 2011
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Energy, carbon management apps offer new twist on enterprise software
Enterprise carbon and energy management (ECEM) know-how comes in handy for VARs. News | 26 Jul 2011
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DCIM makes itself at home in the channel
More data center VARs are building data center infrastructure management practices to eliminate guesswork linked to administrative tasks. News | 14 Jul 2011
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Oracle stakes Exadata claim; Intel cuts VARs in
Oracle claims big Exadata mo'; VARs get Intel service; news in brief. News | 28 Jun 2011
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Nortel-Avaya channel stands by vendor
New IP Office 7.0 touts integration of Nortel intellectual property into Avaya portfolio. News | 17 Jun 2011
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Windows 7 deployment momentum uneven
Windows 7 adoption rates vary according to customer segment, VARs say, and Windows 8 sneak peeks muddy the waters. News | 15 Jun 2011
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VARs still unsure of Microsoft Office 365 impact
How much margin Microsoft partners can wring from Office 365 remains a mystery. News | 21 Apr 2011
- See More: News on How to Sell Technology in the IT Channel
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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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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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Five ways to build customer loyalty
Take advice from a channel expert on how value-added resellers (VARs) can build customer loyalty. From choosing the right manufacturers, to fixing mistakes, to offering managed services, this column will help you gain loyalty and keep it going strong... Tip
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Preparing a customer's network for iSCSI: Five points to consider
The iSCSI protocol provides an opportunity for value-added resellers (VARs) to offer their customers storage area network (SAN) capabilities. Considering the five points discussed here, regarding network speed, congestion, isolation, redundancy and j... Tip
- See More: Tips on How to Sell Technology in the IT Channel
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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... Word
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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. Word
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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) Word
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special purpose acquisition company (SPAC)
A special purpose acquisition company (SPAC) is a corporation formed by private individuals to facilitate investment through an initial public offering (IPO)... (Continued) Word
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direct market reseller (DMR)
A direct market reseller (DMR), also known as an e-tailer, is a company that sells directly to consumers online without operating storefront operations of any kind... (Continued) Word
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lead generator
A lead generator is any marketing-related activity intended to publicize the availability of a vendor's product or service...(Continued) Word
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proprietary solution
A proprietary solution is a hardware or software product or combination of products and services that is tied to a specific vendor, to the exclusion of all other vendors... (Continued) Word
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solution
A solution is a product, combination of products, services, or a mix of products and services that a vendor, service provider or value added reseller (VAR) will offer to their client... (Continued) Word
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lead
A lead is a potential sales contact -- an individual or organization that expresses an interest in your goods or services. Word
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consultant
A consultant is an experienced individual that is trained to analyze and advise a client in order to help the client make the best possible choices... (Continued) Word
- See More: Definitions on How to Sell Technology in the IT Channel
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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, 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, 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
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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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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Business intelligence apps help customers organize and understand data
Customers who have a lot of data and need a way to absorb its value are turning to channel solution providers for business intelligence tools. News
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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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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
-
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
-
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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Tech Watch: Fierce segmentation drives custom server sales
Custom servers find home in small businesses and high-performance computing. News
-
Social media archiving emerges as channel opportunity
For VARs and MSPs that already do email archiving, social media archiving is a logical next step. News
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Energy, carbon management apps offer new twist on enterprise software
Enterprise carbon and energy management (ECEM) know-how comes in handy for VARs. 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.