Channel Strategies for the CIOEmail Alerts
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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