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How to Sell Technology in the IT Channel News
July 21, 2014
Addressing an audience of Microsoft partners at the Worldwide Partner Conference, a panel of experts tendered important advice on rethinking your business approach in this fiercely competitive cloud era.
November 13, 2013
A recent study by IDC examined the factors involved in a customer's choice of a managed print service provider, including 'win factors.'
February 07, 2013
NPD Group data shows indirect sales of IT products through distributors grew less than 1% in 2012 and reseller sales dropped by about the same amount.
November 26, 2012
New products and new ways of thinking are bringing disaster recovery-based virtualization tools within reach of customers.
How to Sell Technology in the IT Channel Get Started
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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 ... Continue Reading
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. Continue Reading
Tech Watch: Videoconferencing at desktops, in boardrooms and even 'immersive' telepresence is finally selling, VARs say. 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.
VARs are finding success -- and profit -- in adding value to the IT procurement process, addressing inventory, warranty, pricing and testing issues. Continue Reading
Learn about emerging telepresence technologies and how value-added resellers can benefit from selling telepresence solutions. Continue Reading
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. Continue Reading
Manage How to Sell Technology in the IT Channel
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Trouble getting the C-suite to invest in information governance management? Information governance expert Jeffrey Ritter offers three steps to help. Continue Reading
VARs and integrators are finding that sales lead management tools such as CRM and marketing automation software are helping keep leads alive. Continue Reading
CIOs will face more pressure to cut costs, according to the CIO survey from SIM. But the details of CIO budgets and tech hiring are complicated. Continue Reading
Problem Solve How to Sell Technology in the IT Channel Issues
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Solution-based selling has some big flaws, says Ingram Micro's Kirk Robinson. He explains why resolution selling makes more sense. Continue Reading
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. Continue Reading
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. Continue Reading