Features

Features

• Tech OEMs: Gray market goods are a growing concern

  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

• BPM platforms unlock channel partner opportunities

  Channel partners say business process management offers greater opportunity today in light of lower BPM platform costs and increased awareness of what the tools can accomplish.  Continue Reading

• Dropbox partner ecosystem helps with security, shadow IT

  Dropbox channel partners, which number more than 2,200 worldwide, are looking for places to add value around the file storage service as it moves into the business space.  Continue Reading

• Retail health clinics set to emerge as channel partner market

  Healthcare-oriented channel partners should keep tabs on the emerging retail health clinic space, which could harbor systems integration and consulting opportunities.  Continue Reading

• IT migration case study: Partner helps downsize data center

  HighVail, an IT consulting and professional services firm, helped Empire Life downsize its data center, migrate business applications and create a new disaster recovery site.  Continue Reading

• Integrating legacy systems, hybrid clouds: Channel partner tips

  Channel partners need not flinch at legacy systems and cloud integration. An application audit, attention to latency issues and a solid connectivity model can help ease the task.  Continue Reading

• Cybersecurity services: MSPs look to expand portfolios

  MSPs are pushing beyond traditional services such as patch and firewall management as they look to stand out from other companies offering managed IT security services.  Continue Reading

• IP assets: Channel companies seek differentiation

  Channel partners are building their own IP assets to help differentiate themselves. That strategy involves a learning curve and requires a resource commitment, however.  Continue Reading

• Managed services companies rethink their portfolios

  MSPs have to consider whether the gaps in their portfolios leave them exposed to competitors, especially as nontraditional managed services companies target their market.  Continue Reading

• Cloud management tool strategies: Channel weighs hybrid options

  Automation is a must for managing a hybrid cloud environment. Channel partners are tapping commercially available products and homegrown capabilities to get the job done.  Continue Reading

• Chief customer officers find home among cloud providers

  Channel partners offering cloud services see value in appointing a chief customer officer to strengthen relationships with customers in a complex and competitive market.  Continue Reading

• Hybrid cloud technology: A channel partner overview

  The hybrid cloud model offers a flexible way to meet clients' IT needs. But there are several factors channel partners should consider when building a hybrid cloud environment.  Continue Reading

• Sales and marketing strategy: Tips for MSP partners

  MSPs need sales and marketing in order to grow a company beyond the startup stage. Industry executives provide their views on how to build such capabilities.  Continue Reading

• IoT tutorial: Mitigating security risks in connected environments

  In this IoT tutorial, we examine the key security vulnerabilities that your clients face in connected environments and offer strategies to mitigate the risks.  Continue Reading

• Software-defined networking tutorial to improve security

  In this software-defined networking tutorial, we examine SDN's unique vulnerabilities and experts weigh in with advice about protecting your clients against attacks.  Continue Reading

• Hyper-converged architecture tutorial: Mitigating the security risks

  In this IT security tutorial, we explore key vulnerabilities of hyper-converged infrastructure technology that could potentially affect your customers.  Continue Reading

• MDF funds: How MSPs can get their cut of the marketing money

  Market development funds are there for the asking. Learning the details of individual programs -- and demonstrating sales and technical strength -- can help you get your share  Continue Reading

• IT channel training and certification: Priorities shift in 2016

  Leading IT vendors such as Microsoft and Salesforce are looking to transform how they deliver channel training and accredit their partners this year.  Continue Reading

• SD-WAN technology offers channel partner opportunities

  SD-WAN promises to reduce the cost and complexity of WANs, while boosting the performance of real-time applications, according to channel partners and tech vendors.  Continue Reading

• Citrix channel partners encouraged to pursue IT services

  At Citrix Summit 2016, company and partner executives pointed to certification, specialization and consulting services as ways channel companies can stand out from the crowd.  Continue Reading

• Thought leadership content marketing: How the IT channel can benefit

  Channel partners use thought leadership content marketing strategies to get in front of potential customers and build credibility within the industry.  Continue Reading

• IT services: Remote monitoring and management to get boost in 2016

  Old MSP standbys such as RMM and backup/disaster recovery will find rejuvenation this year, according to executives. Business process management will rank among the new trends.  Continue Reading

• Microsoft Azure partnership with HPE: Channel reaction

  News analysis: The recent alliance between Microsoft Azure and HPE could eventually open opportunities for the channel, but appears to have minimal short-term impact.  Continue Reading

• Cloud-based time-tracking system: TQS logs hours with Replicon

  A cloud-based time-tracking system enabled Total Quality Systems to scale with growing business demands and provide its mobile employees with a flexible way to log hours.  Continue Reading

• Cloud experience works if partners sell what they use

  Channel partners who use cloud-based apps and services in-house to run their operations say they can leverage that background when approaching external customers.  Continue Reading

• Channel companies enjoy solid business growth in 2015

  Channel partners speaking with SearchITChannel say they grew revenue in 2015 and now aim to solidify their business strategies for the coming year.  Continue Reading

• Funding for MSPs: VC investors, angels and other sources

  When raising money for your MSP business, several factors will determine whether the best approach is to solicit funding from VC investors or from sources closer to home.  Continue Reading

• IT asset disposition: QTS teams with Apto

  QTS, which operates data centers and provides cloud and managed services, has tapped Apto Solutions to assist with ITAD services.  Continue Reading

• 2016 channel trends: Digital transformation to alter relationships

  A look ahead: Digital transformation trends will persist into 2016, impacting channel shops, their vendor partners and end clients. Notable techs will include cloud, security and IoT.  Continue Reading

• VMware's NSX: Integrator deploys SDN tech at CBOSS

  CBOSS, a payment processing service provider, hired integrator AdvizeX to deploy NSX, the VMware network virtualization platform, as part of a software-defined networking project.  Continue Reading

• 2015 in review: Dell-EMC deal among top events impacting channel

  The pending Dell-EMC deal and HP's split into HP Inc. and Hewlett Packard Enterprise topped the list of significant events for IT news in 2015 from a channel perspective.  Continue Reading

• AWS Audit: MSP partners reveal how they passed

  Amazon Web Services has devised a stringent third-party audit process that channel partners must pass to become a designated Managed Service Partner. Here's how to make it through.  Continue Reading

• 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

• E-commerce channel partners prep merchants for holiday sales

  Channel partners in the e-commerce space are optimizing and testing shopping sites for what one market watcher predicts will be a $95 billion-plus sales season.  Continue Reading

• Channel startups: How business partner agreements protect your investments

  When starting channel businesses, making the wrong decisions about the business partner agreement and entity selection can have severe consequences later on down the line.  Continue Reading

• How to build out your managed print service business

  Channel partners adapt to the changing managed print service market by pushing into software and creating services to meet the needs of vertical and niche industries.  Continue Reading

• Microsoft's Surface Pro 3 and 4: A business play for channel partners

  Microsoft channel partners cite an uptick in Surface Pro sales in the enterprise, with healthcare, retail and law enforcement among the leading markets.  Continue Reading

• Application rationalization: Assess your clients' cloud options

  To determine which apps to migrate to cloud and which to maintain on premises, application rationalization projects analyze numerous aspects of your customers' businesses.  Continue Reading

• Apple's iPad contends for the 2-in-1 device market

  Channel partners can sell Microsoft and Apple products in the tablet segment and the emerging market for 2-in-1 devices. Read on to learn more about the Apple option.  Continue Reading

• Oracle: Partners can find work in engineered systems, cloud

  Oracle's recently appointed channel sales vice president emphasizes 'Oracle on Oracle' engineered systems, the company's cloud portfolio and midmarket accounts.  Continue Reading

• Security consulting firms find niche in breach detection platforms

  Channel partners, particularly those with IT security experience, may find new opportunities in the emerging field of breach detection technology.  Continue Reading

• vSphere training uses gamification to reach more channel partners

  VMware said the use of gamification has increased the number of channel partners who pursue the company's vSphere and non-core product training each month.  Continue Reading

• Partners avoid liability issues with channel customer contracts

  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

• Outdated technology: A channel partner challenge

  Channel companies find no shortage of out-of-date technologies -- from Windows Server 2003 machines to aging Unix systems -- in their customer's data centers.  Continue Reading

• Securing data in the cloud: Should channel partners build a practice?

  Channel partners have an opportunity to provide cloud security consulting services as clients seek to bolster cloud data protection amid growing cybersecurity threats.  Continue Reading

• SharePoint alternatives open the door to new channel opportunities

  Channel partners and vendors are capitalizing on SharePoint's weaknesses with alternative products and services. Learn about two enterprise collaboration tools that partners can leverage.  Continue Reading

• Production scheduling software emerges as channel opportunity

  Channel partners and industry experts report rising interest among manufacturers in production scheduling systems as supply chain complexity grows.  Continue Reading

• The legal vertical isn't for every IT services provider

  The legal services market isn't every service provider's cup of tea. Learn about one company that embraced the vertical and another that decided to walk away from it.  Continue Reading

• Cloud data encryption options: How service providers address security concerns

  Service providers can address their customers' cloud security concerns by offering a range of cloud encryption options.  Continue Reading

• Software-defined networking market growth could benefit channel partners

  While SDN market size grows, channel partners stand to benefit from the technology's ease-of-management features.  Continue Reading

• The legal services market: Unique challenges for IT service providers

  The legal vertical is a substantial and multifaceted opportunity for IT services providers but may also be one of the more complex verticals to work in.  Continue Reading

• How one of Microsoft's top CRM partners uprooted its business

  A top Dynamics CRM Online partner has spun out a new business, which aims to enable other partners with a CRM deployment methodology.  Continue Reading

• Data security: In cloud computing environments, partners bulk up

  Partners who offer cloud computing services are taking a number of steps to make sure their offerings protect customer data.  Continue Reading

• Channel partners see customers uncloud: Reverse cloud migration strategy

  Channel partners report that a small but increasing number of customers are moving some or all of their applications off the cloud.  Continue Reading

• The gamification platform: Cool toy or CRM partner opportunity?

  Dynamics CRM partner companies can expect to see gamification features integrated in Microsoft's fall software release.  Continue Reading

• Google Nearline storage: How to develop a channel play

  Google Nearline offers unique perks for channel partners that Amazon Glacier cannot, but deciding which cloud storage service to deploy for your customers depends on a variety of factors.  Continue Reading

• Windows 10 roadmap: Plotting a path to partner revenue

  Channel partners seek to take advantage of Microsoft Windows 10 opportunities in upgrades, project services and managed services  Continue Reading

• ICD-10 conversion: Partners help healthcare clients prep

  Technology and service providers are helping their healthcare customers prepare for the looming ICD-10 code conversion deadline.  Continue Reading

• Enterprise file sync-and-share market heats up

  Channel partners can ride the wave of widespread enterprise file sync-and-share adoption by offering services around compliance, cloud storage migrations and more.  Continue Reading

• IT assessments provide revenue lifts for channel partners

  Channel partners say IT assessments help them generate revenue and provide valuable insight into customers' technology environments.  Continue Reading

• Cloud BI projects: Partners finding BI work, but not profits

  Channel partners report a double-edged sword in cloud-based BI: Consulting projects abound, but the elimination of hardware erodes profits.  Continue Reading

• Partners: Big data software revs data warehouse projects

  Channel partners find revenue -- and a fair bit of complexity -- at the intersection of big data and traditional data warehouse systems.  Continue Reading

• Selling hyper-converged architecture: A channel primer

  Partners interested in hyper-converged systems need to evaluate different sales approaches, technology options, potential use cases and related services.  Continue Reading

• Managed services business model relies on careful client acquisitions

  When it comes to customer acquisitions, MSPs have to be particularly selective. Learn best practices to steer clear of bad clients and wasted time.  Continue Reading

• Inside a DaaS service pact: EarthLink teams with IndependenceIT

  EarthLink, a cloud service provider, and IndependenceIT, a DaaS vendor, provide an example of partnering in the emerging hosted desktop space.  Continue Reading

• DCaaS, colocation offer channel partnering opportunities

  Channel partners have an opportunity to partner with data center providers who offer data center as a service, or colocation.  Continue Reading

• Data storage online: Tugboat firm E.N. Bisso partners with Venyu cloud

  E.N. Bisso has migrated most of its IT assets to cloud partner Venyu's environment, a transition that includes running NAS in the cloud.  Continue Reading

• Digital marketing techniques key to partner revenue growth

  Digital marketing, reinforced by marketing automation tools, places partners on the revenue growth path and paves the way for revenue marketing.  Continue Reading

• RMM software: Should MSPs buy baked-in security?

  MSPs must carefully weigh the pros and cons before purchasing RMM software with baked-in security features. The alternative -- to buy security products separately -- also has its drawbacks.  Continue Reading

• Still few in numbers, women in the channel find open doors

  Women continue to be underrepresented in the channel and the broader STEM workforce, but are making inroads in telecom and managed services.  Continue Reading

• New types of partners spark channel alliance opportunities

  Channel partner partnering is gaining momentum as solutions providers seek broader skill sets to deliver comprehensive technology offerings.  Continue Reading

• How to enter the hosted virtual desktop service market

  MSPs looking for a new business venture have a couple of ways to enter the DaaS market: build their own infrastructure or partner with cloud vendors.  Continue Reading

• Dell Direct collaborates with Dell channel partner to unseat EMC

  After uncovering a possible storage deal, Dell Direct decided working with a Dell channel partner would be the best route to take.  Continue Reading

• Success factors for VARs and MSPs integrating systems after a merger

  Channel companies such as VARs, consultants and MSPs are in acquisition mode. But how should they go about integrating the firms they have purchased?  Continue Reading

• Cloud backup providers must build trust

  Channel executives say trust is the key to selling managed cloud backup services, which often means reselling a service from an established vendor.  Continue Reading

• Workplace collaboration partners pursue Skype for Business

  Channel partners are developing services around Skype for Business, which they view as an important part of their unified communications toolkits.  Continue Reading

• DR as a service: an emerging SMB market for the channel

  The cloud has made disaster recovery more affordable for small businesses, opening opportunities for channel partners offering DRaaS  Continue Reading

• Early-stage technology companies cultivate channel plans

  Tech startups featured at the MIT Sloan CIO Symposium's Innovation Showcase are developing channel marketing strategies at an early stage in their development.  Continue Reading

• Backup providers must educate clients on cloud-to-cloud services

  SaaS providers typically don't offer clients a full backup service, but partners can step in with a cloud-to-cloud backup service that fills that gap.  Continue Reading

• Build a channel or generate referrals? The MSP debate

  MSPs struggling with sales may be tempted to launch a partner channel, but experts advise that referral networks may prove more effective.  Continue Reading

• Financial technology partners find compliance work

  Channel partners in the financial services sector find opportunities in regulatory compliance, cybersecurity, managed services and cloud computing.  Continue Reading

• Cloud-based service revenue lags among MSPs

  Cloud-based service lines generate a small portion of the typical MSP's overall revenue, with a lack of cloud expertise among the barriers to growth.  Continue Reading

• Formal HR management system uptake lags among partners

  Channel partners often lack a formal HR management system and may not employ the HR processes and best practices they need to manage rapid growth.  Continue Reading

• IT asset disposition: Time to offer end-of-life services?

  IT asset disposition services let channel partner clients stay on the right side of environmental protection, regulatory compliance and IT security.  Continue Reading

• How to deliver a mix of unified communications services

  Channel partners may offer customers a number of unified communications services, such as integration, cloud hosting and infrastructure management.  Continue Reading

• Ten mistakes to avoid in cloud or MSP business model transitions

  The process of transitioning to the cloud or MSP business model can run smoother if channel partners avoid these 10 missteps.  Continue Reading

• How AWS partner status helps cloud-savvy MSPs differentiate themselves

  Cloud-focused channel partners can take advantage of a recently launched AWS program that offers business, marketing, education and training benefits.  Continue Reading

• SMB customers growing more reliant on technology and the IT channel

  SMBs see greater value in IT today than they have in the past, giving partners opportunities to penetrate deeper into this enormous market segment.  Continue Reading

• How to stand out in the managed email marketplace

  The popularity of managed email has led many MSPs to invest in infrastructure or partnerships. However, providing a value-add can prove challenging.  Continue Reading

• Tech Buyer Snapshots: Selling technology in the channel

  Understand your customers' top priorities behind a range of technology purchases. This guide of "Tech Buyer Snapshots" will help you identify important purchasing drivers, product features and more.  Continue Reading

• Cisco Intercloud: Benefits for cloud providers and their customers

  Channel partners can get involved in Cisco Intercloud in a number of ways. Learn how to take advantage of Cisco Intercloud's unique benefits.  Continue Reading

• VMware network virtualization software heralds prospects for MSPs

  While MSPs and their customers are generally tepid toward it, observers foresee market growth on the horizon with VMware network virtualization software.  Continue Reading

• Why MSPs and SMBs see potential in hosted virtual desktops

  MSPs look to grow business around hosted virtual desktops but face challenges in delivering their offerings. Find out if the technology suits your clients.  Continue Reading

• IT channel income comparison: How does your salary stack up?

  The results of our second-annual IT channel salary survey are in. Take a look at average compensation sliced by job role, company type, region, job satisfaction and more.  Continue Reading

• Why LAN Infotech resells cloud-based email archiving

  Instead of white-labeling or building a cloud-based email service, LAN Infotech decided to resell the service. Learn what factored into its decision.  Continue Reading

• Why Rackspace chose to white-label cloud archiving services

  Resell, white-label or build your own cloud-based archiving services? Of these three delivery options, Rackspace decided to white-label cloud services from Sonian.  Continue Reading

• Expedient Data Centers builds Evermore from ground up

  Solution providers may decide to build their own cloud archiving service offering instead of reselling, as Expedient Data Centers did with Evermore.  Continue Reading

• How to develop cloud archiving services offerings

  While the market for cloud archiving is small, companies in the space see customer demand. Learn three ways to add cloud archiving to your portfolio.  Continue Reading

• Can IT service providers be thought leaders on Docker technology?

  Execs say using Docker technology could significantly impact MSPs and cloud services firms. Read about partners that found business opportunities.  Continue Reading

• IT channel business model: Blurred lines and new strategies

  For channel partners today, the pressure is on to disrupt and change your business model. The strategic changes you make today will matter tomorrow.  Continue Reading