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Bring yourself up to speed with our introductory content.
go-to-market strategy (GTM strategy)
A go-to-market strategy (GTM strategy) is an action plan that specifies how a company will reach target customers and achieve competitive advantage. Continue Reading
Consider business continuity for your managed services portfolio
Backup is a typical offering within a managed services portfolio, but channel companies have an opportunity to expand backup into a broader business continuity service. Organizations of all sizes ... Continue Reading
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. Continue Reading
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MSP business trends, from e-waste to virtual warehouses
MSP business trends expected to shape the market in 2020 include e-waste disposition, cloud distribution and state consumer privacy legislation. Continue Reading
Top 10 2019 feature stories for channel partner companies
Channel partner readers in 2019 took interest in a wide variety of topics, including emerging tech and business management challenges. Here are our 10 most-read feature stories. Continue Reading
Understanding co-managed IT services
MSPs sometimes avoid prospective clients that already have internal IT staff, but by taking the co-managed IT services approach, they don't have to. That's according to Bob Coppedge, owner of ...Continue Reading
Developing a client onboarding process for managed services
As MSPs mature their practices, many firms develop a standardized approach their client onboarding processes. Burwood Group and Ensono offer insight into their strategies.Continue Reading
PDU-UPS evolves slowly, offers partners modularity
Data center power infrastructure may not be the epicenter of IT innovation, but channel partners see vendors providing modularity, customization options and redundancy features.Continue Reading
Sales verticals and how MSPs can target them
Selling to vertical markets can seem like a daunting prospect for managed service providers. Read on for six tips to get you started on a vertical sales journey.Continue Reading
Managed IT services glossary: Terms of the trade
Managed service providers represent an important subset of the channel partner ecosystem. Browse the terms below to sharpen your understanding of MSPs and their service offerings.Continue Reading
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How to vet vendors' cybersecurity tools for MSP practices
Building a cybersecurity stack can mean assessing dozens of vendors. An effective vetting process can help partners avoid missteps in their search for security products.Continue Reading
Develop a channel sales strategy for smart city projects
Channel partners can find roles in smart city initiatives by providing IT expertise, but firms should understand the challenges that government customers face before making a play.Continue Reading
7 things to know about professional drone services
Members of CompTIA's Drone Council described favorable conditions for entering the commercial drone services space. Use this insight to plot your course.Continue Reading
Channel strategy glossary: Terms of the trade
Every tech field has its own terminology and the same holds true for the IT channel. Learn more about channel partner program vocabulary in this glossary.Continue Reading
Smart regions emerge as channel partner opportunity
Smart regions, which seek to unite neighboring cities and towns around joint smart city projects, have begun taking shape across the U.S. A pioneering force behind the emerging smart region trend ...Continue Reading
How to build an AI services business in the channel
Advancements in AI have ushered in new opportunities for the channel. In this guide, we pair insight into the burgeoning market with strategies for building AI-focused businesses.Continue Reading
Launching an AI project calls for careful scoping
AI implementation may benefit from a handful of steps and a common set of patterns, according to speakers at the AI World Government conference in Washington, D.C.Continue Reading
hardware-as-a-service (in managed services)
Hardware-as-a-service (HaaS) is a procurement model that is similar to leasing or licensing in which hardware that belongs to a managed service provider (MSP) is installed at a customer's site and a service level agreement (SLA) defines the ...Continue Reading
How to install and configure vCenter Update Manager
Follow these steps to install and configure VMware vCenter Update Manager, which can help solution providers with patching hosts and virtual machines.Continue Reading
managed service provider (MSP)
A managed service provider (MSP) is a company that remotely manages a customer's IT infrastructure and/or end-user systems, typically on a proactive basis and under a subscription model.Continue Reading
distribution channel
A distribution channel is the network of individuals and organizations involved in getting a product or service from the producer to the customer. Distribution channels are also known as marketing channels or marketing distribution channels.Continue Reading
How to grow your AI services business
Getting to the next stage of AI growth calls for IT service providers to consider security, marketing and ROI. A talent for demystifying technology also helps.Continue Reading
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.Continue Reading
How to start an AI service business
Building an AI practice may seem like a daunting endeavor. Fortunately, channel partners can learn from other companies that have found ways to apply AI models to customer challenges.Continue Reading
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.Continue Reading
Data erasure software makes channel inroads
Data erasure, which may be sold as a software product or as a service, is a security-oriented offering channel partners can present to their clients.Continue Reading
CodeObjects taps Watson AI capabilities to develop chatbot offering
When a Florida-based insurance firm needed help handling surges in call-center volumes, it piloted InsurBot.ai, a chatbot that employs IBM Watson technology.Continue Reading
Reseller business model transformation pivots on cultural change
MNJ Technologies, a once fast-growing VAR, found its sales were stagnating. Here's how it got back on track with its effort to push beyond the reseller business model.Continue Reading
Where to find gigs in artificial intelligence consulting
From AI analytics to AIOps, consulting opportunities in the fast-growing artificial intelligence technology sector could spark new business for IT service providers.Continue Reading
Solve IT recruiting challenges with nontraditional candidates
If you're a channel firm faced with recruiting challenges, perhaps it's time to look outside the traditional talent pool. That's the advice of partner executives who are adopting innovative ...Continue Reading
IBM
IBM (International Business Machines) ranks among the world's largest information technology companies, providing a wide spectrum of hardware, software and services offerings.Continue Reading
Tech skills gap gives rise to IT apprenticeship programs
In the highly competitive tech labor market, channel partners are formalizing IT apprenticeship programs to cultivate the next generation of IT talent.Continue Reading
IT channel M&A: First steps for selling a company
Ready to sell your channel business? M&A veterans Arlin Sorensen and Michael Corey offer their advice on how to get your ducks in a row and protect your interests.Continue Reading
How to sell your channel partner business to the right buyer
Experts discuss the first steps of the M&A process, which includes identifying and qualifying potential buyers. Here's advice on negotiating the best deal.Continue Reading
Mainframe technology investments spur channel opportunities
Mainframe systems provide a potential target for modernization initiatives, as well as an area of focus for channel partners with the right skills.Continue Reading
Unified communications market sees demand for customized offerings
Channel partners can use unified communications APIs to help customers simplify business workflows. Learn about this niche opportunity and what trends will shape the market.Continue Reading
IT consultant
A consultant is an experienced individual in a given field who provides expert advice for a fee. Consultants typically work as independent contractors and are hired on a short-term basis. A consultant may also be an employee at a consulting firm.Continue Reading
sales lead
A sales lead is a potential sales contact, individual or organization that expresses an interest in your goods or services.Continue Reading
channel partner
A channel partner is a person or organization that provides services or sells products on behalf of a software, hardware, networking or cloud services vendor. Value-added resellers (VARs), systems integrators (SIs), consultants, managed service ...Continue Reading
2019 channel partner events to mark on your calendar
When making 2019 travel plans, refer to this list of channel-focused events and conferences hosted by IT vendors, distributors, industry organizations and vendors that cater to VARs and MSPs.Continue Reading
Tactics for selling MSP backup services
A sales approach that illustrates the potential of ransomware threats to disrupt small business operations could help managed service providers sell backup and recovery offerings.Continue Reading
Ensure a smooth M&A process with these channel partner tips
From approaching an acquisition target to dealing with snags at the eleventh hour, M&As are intensive journeys. Experts share their top considerations when buying channel firms.Continue Reading
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.Continue Reading
break/fix
For IT services companies, break/fix is a method of providing IT support to customers. Services are generally fee-based and rely on a customer contacting the IT services company when repairs and upgrades are needed.Continue Reading
Managed security services market beckons as SMB attacks grow
MSPs must revamp their business models and security approaches to keep up with modern SMB threats. Get insight into the MSSP market and top security tools.Continue Reading
hosted services
Hosted services are applications, IT infrastructure components or functions that organizations access from external service providers, typically through an internet connection.Continue Reading
Blockchain: Oil and gas emerges as consulting market
Blockchain opportunities in the oil and gas sector are beginning to surface, attracting the attention of consulting firms and integrators such as Accenture, Deloitte and Quisitive.Continue Reading
ISV (independent software vendor)
An ISV (independent software vendor) makes and sells software products that run on one or more computer hardware or operating system (OS) platforms.Continue Reading
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.Continue Reading
What are the popular managed services pricing models?
Popular pricing models for managed service providers include monitoring only, per device, per user, all you can eat, a la carte and the tiered pricing model.Continue Reading
deal registration
Deal registration is a common feature of vendors' channel partner programs in which a channel partner, such as a value-added reseller (VAR), informs the vendor about a sales lead.Continue Reading
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.Continue Reading
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.Continue Reading
market development funds (MDF)
Market development funds (MDF) are a resource that a vendor grants to its indirect sales channel partners to help the channel with sales and marketing programs.Continue Reading
4 tips for MSPs building a cloud backup services business
Getting started as a cloud-based backup services business requires a grasp of the target market, a solid mix of backup vendors and a sound pricing formula.Continue Reading
How to develop IT services for healthcare vertical opportunities
When it comes to vertical markets, healthcare offers a wealth of opportunities for MSPs. IT services providers share tips for building a healthcare-focused practice.Continue Reading
Cloud storage resellers, MSPs take on latest storage trends
Channel partners face an array of storage options. Cloud storage resellers and MSPs must deal with hyper-converged products, online storage offerings and flash technology.Continue Reading
channel strategy
A channel strategy is a vendor's plan for moving a product or a service through the chain of commerce to the end customer.Continue Reading
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.Continue Reading
OEM (original equipment manufacturer)
OEM, or original equipment manufacturer, is a broad term that describes a web of relationships among IT hardware vendors, hardware component makers, software vendors and channel partners such as resellers and distributors.Continue Reading
partner program
A partner program, which may also be referred to as channel partner program or alliance program, is a business strategy that vendors develop to encourage others to work with the vendor and sell its products or services.Continue Reading
Microsoft Intune
Microsoft Intune is a cloud-based enterprise mobility management tool that aims to help organizations manage the mobile devices employees use to access corporate data and applications, such as email.Continue Reading
partner account manager (PAM)
A partner account manager is a job title within a vendor organization that uses channel partners to sell its products or services.Continue Reading
managed hosting
Managed hosting is an IT provisioning model in which a service provider leases dedicated servers and associated hardware to a single customer and manages those systems on the customer's behalf.Continue Reading
distributor agreement (distribution agreement)
A distributor agreement, also known as a distribution agreement, is a contract between channel partners that stipulates the responsibilities of both parties.Continue Reading
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.Continue Reading
cloud provisioning
Cloud provisioning is the allocation of a cloud provider's resources and services to a customer.Continue Reading
channel partner rules of engagement (ROE)
Channel partner rules of engagement are a component of the sales relationship between an IT vendor and its channel partner community.Continue Reading
HPE Partner Ready Program
The HPE Partner Ready Program is a global partner program that rewards and supports Hewlett Packard Enterprise's channel alliances.Continue Reading
Security questionnaires: How to prepare your SMB clients
SMBs working with regulated clients may need to complete detailed security assessment questionnaires. Managed service providers can help with data security tools and capabilities.Continue Reading
HP Partner First Program (formerly HP PartnerOne program)
HP Partner First is a channel partner program that provides resources and benefits for value-added resellers (VARs), systems integrators (SIs), service providers, hosting providers, independent software vendors (ISVs), distributors and other ...Continue Reading
Containerization technology market emerges for channel partners
As interest in containers grows, clients are turning to partners for help deploying and managing the technology. Get insight into consulting and management opportunities.Continue Reading
channel partner portal
A channel partner portal is a web-based application that provides a vendor's established partners (usually distributors, resellers, service providers or other strategic partners) with access to deal registration, marketing resources, pricing and ...Continue Reading
monthly recurring revenue (MRR)
Monthly recurring revenue (MRR) is income a company can reliably anticipate every 30 days and one of the key metrics for channel partner companies.Continue Reading
Business continuity solution: How should MSPs price an offering?
A backup offering, when packaged as a business continuity solution, can pique your customers' interest and provide attractive margins if positioned and priced appropriately.Continue Reading
Cloud migration planning: Assess workloads now to avoid trouble later
Organizations that take the time to assess workloads, identify dependencies and educate themselves on cloud security tools can set a smooth path for a public cloud deployment.Continue Reading
managed IT service
A managed IT service is an information technology (IT) task provided by a third-party contractor and delivered to a customer.Continue Reading
Expect 5G infrastructure to generate new wave of channel opportunities
It's time to think about 5G. The widespread rollout of 5G infrastructure is likely to create new prospects for channel-provided solutions and services, industry experts say.Continue Reading
Managed security service provider (MSSP)
A managed security service provider (MSSP) is an IT service provider that provides an organization with some amount of cybersecurity monitoring and management, which may include virus and spam blocking, intrusion detection, firewalls and virtual ...Continue Reading
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.Continue Reading
A cybersecurity self-assessment helps IT teams, partners flag risks
IT teams, partners and vendors can benefit from an internal checkup when it comes to reducing the risk of a cybersecurity breach. This approach can help document security efforts.Continue Reading
IT managed services companies: Making the transition work
MSPs will attest that business model shifts can be arduous journeys. This guide aims to help navigate the challenges of reinventing business practices.Continue Reading
MSP security essentials for every IT service provider
Getting a cybersecurity practice up and running is no easy task. In this guide, we show how MSPs can build security practices and protect their clients from an array of threats.Continue Reading
channel conflict
Channel conflict is a situation in which channel partners have to compete against one another or a vendor's internal sales department.Continue Reading
cloud ecosystem
A cloud ecosystem is a complex system of interdependent components that all work together to enable cloud services.Continue Reading
Apple Authorized Service Provider (Apple AASP)
An Apple Authorized Service Provider (AASP) is a business that provides repair services for Apple products.Continue Reading
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.Continue Reading
AI in retail opens new business opportunity for channel firms
Channel partners with expertise in AI-powered retail technology are helping their customers transform shopping experiences and marketing strategies.Continue Reading
Multi-cloud strategy: The next frontier for IT channel partners
As customers increasingly embrace multi-cloud deployment, new opportunities are evolving for partners. Get insight and tips on offering multi-cloud management services.Continue Reading
Digital transformation business: Procurement ripe for revitalization
As the digital transformation business moves into back-office operations, systems such as procurement may be among the candidates for renewal.Continue Reading
Blockchain consulting work takes root in the IT channel
While blockchain remains a nascent market in the channel, some channel companies, including Project Radium, are finding blockchain consulting opportunities in enterprise projects.Continue Reading
Dell EMC Partner Program
The Dell EMC Partner Program is an international channel partner program that provides partners with business development, sales and marketing resources.Continue Reading
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.Continue Reading
Oracle PartnerNetwork (OPN)
Oracle PartnerNetwork, also known as OPN, is a channel partner program that provides resources and benefits for value-added resellers, independent software vendors and other businesses that want to collaborate with Oracle.Continue Reading
Cloud migration services offer a foothold for channel business
Your customers' cloud migrations can be fraught with challenges. This guide offers insight into developing business practices to help clients through complex migration processes.Continue Reading
Dell and EMC merger poses a challenging transformation
The Dell and EMC merger presents a multitude of opportunities for market domination -- if the integrated companies can modernize a highly complex portfolio.Continue Reading
Paths for starting a big data service business
The big data market has grown into a potentially lucrative opportunity for the channel. This guide offers insight into core technologies and tips for providing services.Continue Reading
Gamification techniques for your financial services clients
Here are three tips for channel companies looking to help financial services and insurance clients adopt gamification as part of their overarching digital business strategies.Continue Reading
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).Continue Reading
Artificial intelligence market: Weighing the IT channel's role
Is artificial intelligence the next big channel opportunity? The hype around AI is definitely increasing, but experts aren't yet sure where partners will fit into the market.Continue Reading