IT Channel Definitions

This glossary explains the meaning of key words and phrases that information technology (IT) and business professionals use when discussing IT channels and related software products. You can find additional definitions by visiting WhatIs.com or using the search box below.

  • P

    prime contract

    A prime contract is any contract or contractual action that is awarded directly to a contractor by the U.S. Federal Government for the purpose of obtaining equipment, supplies, materials, or services of any kind.

  • Prisma

    Prisma is a cloud security suite that provides four different services that use rule-based security policies and machine learning to protect cloud services. This suite can be used on Amazon Web Services (AWS), Azure, and Google Cloud Platforms.

  • professional services

    A professional service is an intangible product that a contractor or product vendor sells to help a customer manage a specific part of their business.

  • professional services automation (PSA)

    Professional services automation (PSA) is a type of software application suite that provides a service business with the functionality it needs to manage core business processes.

  • proprietary solution

    A proprietary solution is a hardware or software product or combination of products and services that is tied to a specific vendor, to the exclusion of all other vendors... (Continued)

  • proxy hacking

    Proxy hacking, also known as proxy hijacking, is an attack technique designed to supplant an authentic Web page in a search engine's index and search results pages. An attacker may use proxy hacking to gain an advantage over a competitor or, ultimately, to redirect users requesting the targeted page to a malicious or fraudulent website.

  • R

    Red Hat Certified Cloud Provider

    A Red Hat Certified Cloud Provider is a member in the company's cloud partner program that has met requirements to offer Red Hat products and services in a cloud computing environment.

  • Red Hat Cloud Partner Program

    The Red Hat Cloud Partner Program is an initiative offering Red Hat certification for cloud providers.

  • release management

    Release management is a software engineering process intended to oversee the development, testing, deployment and support of software releases. The practice of release management combines the general business emphasis of traditional project management with a detailed technical knowledge of the systems development lifecycle (SDLC) and IT Infrastructure Library (ITIL) practices.

  • request for proposal (RFP)

    A request for proposal (RFP) is a document that an organization, often a government agency or large enterprise, posts to elicit a response -- a formal bid -- from potential vendors for a desired IT solution.

  • reseller

    In information technology, a reseller is a company that typically purchases IT products or services from a product manufacturer, distributor or service provider and then markets them to customers.

  • RMM software (remote monitoring and management software)

    RMM software (remote monitoring and management software) is a type of application that IT service providers use to maintain their clients' IT infrastructure and systems.

  • role sharing

    Role sharing occurs when an individual within a VAR or other solution provider's organization assumes multiple roles such as "sales engineer", "field engineer", "account manager" or other roles... (Continued)

  • S

    IT solution

    An information technology (IT) solution is a set of related software programs and/or services that are sold as a single package.

  • SaaSgrid

    SaaSGrid is an application server and integrated framework for software as a service (SaaS) applications.

  • sales certification

    A sales certification is a designation given to a channel professional once he or she has gained an amount of expertise that a vendor considers necessary to sell a given product.

  • sales lead

    A sales lead is a potential sales contact, individual or organization that expresses an interest in your goods or services.

  • sales motion

    A sales motion is the particular sales method an organization uses to deliver a product or a service to its customers.

  • sales performance management (SPM)

    Sales performance management (SPM) is the practice of monitoring and guiding personnel to improve their ability to sell products or services. 

  • service-level agreement (SLA)

    A service-level agreement (SLA) is a contract between a service provider and its customers that documents what services the provider will furnish and defines the service standards the provider is obligated to meet.

  • service-level objective

    A service-level objective (SLO) is the part of a service-level agreement (SLA) that documents the key performance indicators (KPIs) the customer should expect from a provider. In addition to specifying details about the service being purchased, an SLO also documents what the consequences will be if SLOs are not achieved.

  • SlapOS

    SlapOS (Simple Language for Accounting and Provisioning Operating System) is an open source operating system for distributed cloud computing.

  • Small Business Innovative Research contract (SBIR contract)

    A type of contract designed to foster technological innovation by small businesses with 500 or fewer employees. The SBIR contract program provides for a three-phased approach to research and development projects: technological feasibility and concept development; the primary research effort; and the conversion of the technology to a commercial application.

  • Small Disadvantaged Business (SDB)

    A Small Disadvantaged Business describes any small business concern that is at least 51 percent owned by one or more individuals who are both socially and economically disadvantaged... (Continued)

  • solution provider

    A solution provider is a vendor, a service provider or a value-added reseller (VAR) that comprehensively handles the project needs of their client from concept to installation through support... (Continued)

  • solution selling

    Solution selling refers to the philosophy or practice of uncovering a customer's pain points and then providing products and services that address the underlying business problem.

  • special purpose acquisition company (SPAC)

    A special purpose acquisition company (SPAC) is a corporation formed by private individuals to facilitate investment through an initial public offering (IPO)... (Continued)

  • Standard Industrial Classification Code

    The Standard Industrial Classification Code is a category within the Standard Industrial Classification (SIC) system, which was established to classify all industries in the US economy. The SIC code is displayed as a two-digit code that designates a major industry group coupled with a second two-digit code designates a subcategory. The SIC system is administered by the Statistical Policy Division of the U.S. Office of Management and Budget (OMB).

  • statement of work (SOW)

    A statement of work (SOW), in project management, is a document in which a contracting officer or chief procurement officer (CPO) specifies the objectives and deliverables for a particular project or service contract.

  • subcontract

    A subcontract is a contract between a prime contractor and a subcontractor to furnish supplies or services for the performance of a prime contract or subcontract.

  • Symantec PartnerNet

    Symantec PartnerNet is web-based portal that was developed by security vendor Symantec to provide information, tools and benefits to its channel partner community.

  • Symantec.cloud Service Provider Program

    The Symantec.cloud Service Provider Program is Symantec’s partner program for managed service providers, hosted application providers, Internet service providers and telecommunication companies.

  • systems integrator

    A systems integrator is an individual or business that builds computing systems for clients by combining hardware, software, networking and storage products from multiple vendors.

  • T

    tier 1 vendor

    A tier 1 vendor is one of the largest and most well known in its field -- often enjoying national or international recognition and acceptance...(Continued)

  • tier 2 vendor

    A tier 2 vendor is a smaller and less well-known provider as compared to a tier 1 vendor and is often also limited in its geographic coverage as well... (Continued)

  • TIN (Taxpayer Identification Number)

    A Taxpayer Identification Number (TIN), in the United States, is a unique nine-digit number for identifying an individual, business or other entity in tax returns and additional documents filed with the Internal Revenue Service (IRS).

  • Tsunami UDP

    Tsunami UDP is an open source file transfer protocol that enables high-speed data transfer over network paths with a large bandwidth delay product.

  • turnkey solution provider

    A turnkey solution provider is a solution provider that offers limited consultation and one or more established product packages that allow only minimal configuration... (Continued)

  • U

    U.S. Navy purchasing abbreviations and acronyms

    U.S. Navy purchasing abbreviations and acronyms

  • uncloud (cloud repatriation)

    Unclouding, also called cloud repatriation, is the retrieval of applications and data from a cloud computing platform.

  • US Department of Commerce purchasing abbreviations and acronyms

    Abbreviations used by the United States Department of Commerce

  • user self-provisioning

    User self-provisioning, also known as cloud self-service, is a system that allows end users to set up and launch applications and services in a cloud computing environment without the direct intervention of an IT organization or a service provider.

  • V

    value-added reseller (VAR)

    A value-added reseller (VAR) is a company that resells software, hardware and networking products and provides value beyond order fulfillment.

  • VAR agreement (value-added reseller agreement)

    A VAR agreement is a legal contract between a manufacturer and a value-added reseller that specifies details of the rights and obligations of both parties.

  • VAR-to-VAR

    VAR-to-VAR is a business model based on cooperation between value-added resellers (VARs) that allows the companies to obtain professional services and solutions outside their specialties or geographic areas... (Continued)

  • vCIO (virtual CIO)

    A vCIO, or virtual CIO, serves as an organization's chief information officer, but is a contractor rather than a regular employee.

  • vendor neutral

    Vendor neutrality is a business and design approach that seeks to ensure broad compatibility and interchangeability of products and technologies. The model encompasses non-proprietary design principles and unbiased business practices.

  • vertical market

    A vertical market is a particular industry or group of enterprises in which similar products or services are developed and marketed using similar methods (and to whom goods and services can be sold).

  • VMware Partner Network

    The VMware Partner Network is a global channel partner program with benefits and support to provide VMware's virtualization and cloud technology.

  • W

    share of wallet (SOW) or wallet share

    Share of wallet (SOW) is a marketing metric used to calculate the percentage of a customer's spending for a type of product or service that goes to a particular company.

  • white label cloud service

    A white label cloud service is a cloud provider that sells customers resources that they can, in turn, offer to their own customers under their own brand.

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