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Bring yourself up to speed with our introductory content.
Get started
Bring yourself up to speed with our introductory content.
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
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
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
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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
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
cloud ecosystem
A cloud ecosystem is a complex system of interdependent components that all work together to enable cloud services.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
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
Why Microsoft 365, Windows 365 matter for IT services firms
Office 365, Microsoft 365 and Windows 365 differ not only in their feature sets and capabilities, but in the opportunities they afford service providers.Continue Reading
vCIO (virtual CIO)
A vCIO, or virtual CIO, is a contractor or company that serves as an organization's chief information officer.Continue Reading
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MSP industry regulation and how providers can shape it
MSP industry watchers have predicted the establishment of regulations for providers. The National Society of IT Service Providers wants to ensure MSPs can guide public policy.Continue Reading
managed service provider (MSP)
A managed service provider (MSP) is a third-party company that remotely manages a customer's information technology (IT) infrastructure and end-user systems.Continue Reading
Accenture: 4 areas every cloud strategy must cover
Organizations have begun to tackle new challenges involving their cloud strategies. Here are four facets that channel partners can help clients address.Continue Reading
6 best practices for informing MSP clients about cyber risks
With the cybersecurity threat landscape in a constant state of change, MSPs must help clients understand how to protect themselves. Here are six best practices.Continue Reading
How to craft client-friendly MSP websites
MSPs' company websites are often a missed opportunity to connect with customers. Here are tips on how to market an MSP online using language your clients will understand.Continue Reading
How MSPs can get started with DEI initiatives
Many small IT firms have yet to launch diversity, equity and inclusion initiatives within their organizations. Here's how to get started.Continue Reading
managed security service provider (MSSP)
A managed security service provider (MSSP) is an IT service provider that sells security services to businesses.Continue Reading
MSPs must rise to regulatory compliance challenges
Data laws and requirements have made regulatory compliance a fact of life for every MSP. Here's why that's a good thing for the industry.Continue Reading
Channel execs share tech talent recruitment tips
In a rapidly evolving tech market, channel partners vie for IT talent. Use these tips to find job candidates, develop skills internally and retain employees.Continue Reading
cloud service provider (cloud provider)
A cloud service provider, or CSP, is a company that offers some component of cloud computing -- typically, infrastructure as a service (IaaS), software as a service (SaaS) or platform as a service (PaaS).Continue Reading
Azure Virtual Desktop partners find SMB deals
The economics of Microsoft's AVD has made virtual desktops more feasible for some smaller business, but partners said the technology scales to support enterprise clients.Continue Reading
Launch a managed services training program in 9 steps
MSPs' internal training resources should be more than a stack of 'how to' documents. Use these best practices to build a successful managed services training program.Continue Reading
3 steps to blazing a trail to a better partner experience
A strong vendor-channel partnership is essential to sustained business success in IT, and channel partners have the leverage. Here are the essential steps to creating it.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
Early IT channel career advice: Start at an MSP or a help desk?
Trying to figure out your first move post-college education isn't easy. Dave Sobel and other MSP influencers offer opinions on what may be the best way to begin an IT channel career.Continue Reading
4 considerations for rebranding a company in the MSP sector
Planning to rebrand? Here are some factors to consider, whether you're seeking a new look for a maturing business or a unified image that spans multiple acquisitions.Continue Reading
MSP business planning for 2021: What you should consider
From remote working to new security threats, 2020 introduced a range of new dynamics for MSPs. Here are four important considerations to address in your business planning for 2021.Continue Reading
Security awareness training best practices for MSPs
Human error is the root of many IT security catastrophes. Use these security awareness best practices to craft programs that users will actually learn from.Continue Reading
5 steps to build partnerships with IT distribution companies
Channel partners' relationships with IT distribution companies should be about more than ordering tech parts. Find out how to get the most value out of distributor relationships.Continue Reading
MSP onboarding checklist: Tops tips for developing a process
Establishing and standardizing an onboarding process can help ensure your client relationships begin strong. Experts share tips on how to develop an MSP onboarding checklist.Continue Reading
5 tips for building a successful MSP marketing strategy
MSPs need to develop a marketing strategy if they hope to grow beyond the startup stage. Industry executives share their views on everything to include in a marketing approach.Continue Reading
The reality of starting an MSP and what to know before launch
People should understand what the reality is around the technology business and what to expect when starting an MSP and how the messaging often ignores how hard it really is.Continue Reading
Implementing SAP S/4HANA during a pandemic
Dickinson + Associates' Brad Hiquet recounts a remote SAP S/4HANA implementation the company did on behalf of American Industrial Transport amid the COVID-19 pandemic.Continue Reading
Why 'channel' is a confusing term for MSPs and what to use
Instead of using 'channel,' for marketing, Dave Sobel thinks that solutions providers should consider 'ecosystem,' as channel is too often linked to transactional partners.Continue Reading
RMM software (remote monitoring and management software)
RMM software (remote monitoring and management software) is a type of application that information technology (IT) service providers use to maintain their clients' IT infrastructure and systems.Continue Reading
6 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
cloud provisioning
Cloud provisioning is the allocation of a cloud provider's resources and services to a customer.Continue Reading
3 strategies for SAP ECC to S/4HANA conversion projects
In part one of this five-part series on SAP ECC to S/4HANA conversions, learn about the history of transformation at SAP and three approaches to migrations.Continue Reading
IBM Cloud partner ecosystem expands in software push
The consultants and IT services providers joining IBM's expanding public cloud ecosystem cite legacy systems migration and application modernization as growth opportunities.Continue Reading
Understanding the MSP regulation debate and what MSPs can do
The MSP industry should consider implementing certification and insurance standards before more states follow in Louisiana's stead and begin to pass MSP regulation laws.Continue Reading
How to develop resilient IT operations for the COVID-19 era
To meet pandemic-based business demands, enterprises can take these five steps to transform their existing technology platforms. Wipro exec Murthy Malapaka explains the process.Continue Reading
Top virtual selling, consulting tips from IT channel firms
Even after the pandemic recedes, channel partners predict virtual selling to remain a piece of overall sales strategies. Use these tips to hone your remote sales approach.Continue Reading
3 tips for marketing and selling MSP cybersecurity to SMBs
The growing demand for MSP cybersecurity services makes it more important to know how to effectively market and sell your offerings. Here are three ways to improve your approach.Continue Reading
What do you need to start a managed service provider today?
If you want to get your own MSP off the ground today, you need to be cloud native, have a Microsoft-based software stack and know the right market to focus on.Continue Reading
Healthcare IoT's next steps come into focus
Industry watchers believe healthcare IoT is approaching an inflection point. Channel partners can assist in the next step in developing a strategy for existing data.Continue Reading
Prioritize personality in your IT recruitment strategy
An effective IT recruitment strategy weighs a candidate's qualifications -- and personality. Cheaper Than A Geek's chief nerd explains his approach to hiring and retention.Continue Reading
How channel partners navigate the security vendor landscape
Channel firms, whether new to or experienced with cybersecurity, must avoid numerous pitfalls when purchasing security products. Read these tips for selecting the best technology.Continue Reading
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).Continue Reading
Defense Contract Management Agency (DCMA)
The Defense Contract Management Agency (DCMA) is a component of the United States Department of Defense (DoD) that works with defense contractors to ensure government services and supplies are delivered on time, come at the expected cost and satisfy...Continue Reading
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
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
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
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
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
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
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