June 14, 2016
Menlo Security, a startup cybersecurity vendor, has inked a partnership with Cloud Harmonics, a distributor of cloud and security technologies.
May 26, 2016
AVG Business has put its distribution strategy into motion, creating alliances with broad-line and niche technology distributors.
May 20, 2016
StrataCloud launched SDI Install for VARs to speed up deployment processes for converged infrastructure technology; more IT channel news from the week.
April 27, 2016
Dell and Scality recently added a highly dense, purpose-built cloud storage system that is pre-intergrated with the RING object storage software to their reseller product lineup. The SD7000-S cloud ...
VARs Get Started
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Industry executives say hardware remains a key part of a channel partner's business mix, even with the rise of monthly recurring revenue from service sales. Continue Reading
Early-stage companies participating in the 2016 MIT Sloan CIO Symposium's Innovation Showcase are pursuing relations with channel partners that can incorporate their products into broader offerings. Continue Reading
Chances are you didn't get into managed services because of a passion for sales and marketing. Unfortunately, if your goal is to scale up your managed service provider, or MSP, business, you're going to need much more than customer referrals to drive that growth; you're going to need to bite the bullet and formalize a sales and marketing plan.
This three-part guide aims to help MSPs build sales operations and make key marketing decisions that will generate brand-new leads and expand customer bases. First, we explore special considerations specific to service-based business models like MSPs and guide you through the process of developing a plan. You will also learn tactics such as thought leadership content marketing to increase the visibility of your business and establish authority in targeted markets. Finally, we examine methods for obtaining your vendors' market development funds to pay for your new initiatives.Continue Reading
Evaluate VARs Vendors & Products
Weigh the pros and cons of technologies, products and projects you are considering.
"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.Continue Reading
Evaluate your business and cloud ERP vendors to make sure you're getting the right cloud ERP software for your business. Continue Reading
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
Learn to apply best practices and optimize your operations.
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
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.Continue Reading
Bridging older sensors and plant M2M, IoT gateways from Cisco, Dell, Intel and others promise greater control of manufacturing operations. Continue Reading
Problem Solve VARs Issues
We’ve gathered up expert advice and tips from professionals like you so that the answers you need are always available.
The gray market revisited: A KPMG report explores whether the sale of gray market products has decreased since 2008 when economic conditions proved conducive to unauthorized sales channels. Continue Reading
Channel partners must ensure they make customer contracts they can abide by. The managing attorney of InfoTech Law Advocates outlines a number of common liability issues. Continue Reading
The process of transitioning to the cloud or MSP business model can run smoother if channel partners avoid these 10 missteps. Continue Reading