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  • How to change up your channel business model

    "It seemed if we didn't invest heavily in growing our services organization, then we’d end up behind the curve." That was said by Barry Shevlin, CEO of Vology, about his company’s decision to transition from its product-centric focus to an IT services business model.

    Vology, like so many other channel firms today, was faced with tacking its sails in a new direction, resulting in a shift in its overall channel business model. According to consulting firm PartnerPath, partners make business model transitions at least three to four times in their careers. Making that transition can be difficult -- and often expensive -- because not only does it demand a new skill set and pricing strategies, it can involve different approaches to sales and marketing and managing vendor relationships. It's a task that can potentially touch every aspect of your organization.

    In this three-part guide, we offer insight on what goes into channel business model transitions, whether it's a switch from selling products to selling services, a move into managed services, or a cloud play. You'll get an overview of the main considerations that go into a transition. You'll also learn how Vology, a $200-million solution provider and integrator, transformed to stay ahead of the curve. Finally, we'll show you the key differences between managing traditional vendors and cloud vendors. Get ready to tackle the big changes.

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  • Enterprises need to self-evaluate before choosing cloud ERP software

    Evaluate your business and cloud ERP vendors to make sure you're getting the right cloud ERP software for your business. Continue Reading

  • Cloud vendor relationship management for channel partners

    Account management, marketing support and cloud performance -- these are just a few of the concerns that channel partners may have when working with cloud vendors. Continue Reading

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  • 2016 channel events listings

    When making 2016 travel plans, refer to this list of channel events -- including conferences hosted by IT vendors, distributors, industry organizations, and vendors that cater exclusively to VARs and MSPs. Continue Reading

  • Data center switch software: Beyond speeds and feeds

    There is so much more to networking software than software-defined networking. In the data center, switch software is playing a bigger part in how enterprise network engineers evaluate, purchase and deploy their networks.

    This shift has occurred as many networking equipment vendors traded their proprietary ASICs for merchant silicon, resulting in a greater emphasis on switch software, APIs and architecture. That doesn't mean hardware is irrelevant, however, or that all vendors have abandoned custom silicon. But, as we explore in this issue of Network Evolution, this transition is paving the way for more open and intelligent switch software for more flexible and agile data center networks.

    It's an approach that holds appeal for network engineers who are trying to adapt their networks to meet the demands of cloud computing and virtualization.

    Also in this issue, we explore why the long-foretold death of the desk phone has yet to come to pass. Experts and enterprise IT pros weigh in on why the traditional handset continues to reign, even in the age of software-based alternatives and BYOD. Additionally, we dive into monitoring the network to optimize the end-user experience. Hear from network engineers and other IT pros who share their tips and techniques for keeping users happy.

    In addition, we highlight the latest winner of SearchNetworking's Network Innovation Award, Saisei's FlowCommand software. Be sure to also check out this edition of The Subnet, in which one network engineer explains why it's important to maintain an open line of communication with your vendors.

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  • IoT gateways point way forward for manufacturers

    Bridging older sensors and plant M2M, IoT gateways from Cisco, Dell, Intel and others promise greater control of manufacturing operations. Continue Reading

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