How to Sell Technology in the IT Channel

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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

  • 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

  • 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

  • U.S. Navy purchasing abbreviations and acronyms

    U.S. Navy purchasing abbreviations and acronyms  Definition

  • US Department of Commerce purchasing abbreviations and acronyms

    Abbreviations used by the United States Department of Commerce  Definition

  • 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

  • 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

  • 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

  • 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

  • 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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