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How to Sell Technology in the IT Channel
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
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
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
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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
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
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
VAR (value-added reseller)
A VAR, or value-added reseller, is a company that resells software, hardware and networking products and provides value beyond order fulfillment.Continue Reading
sales lead
A sales lead is a potential sales contact, an individual or organization that expresses an interest in your goods or services.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
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consultant (consulting)
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
MSP marketing: Learn the fishing and farming methods
Many technical-savvy MSPs will readily admit that marketing is not their company's strong suit. At the MSPWorld 2017 conference, held this week in New Orleans, marketing expert Angela Leavitt aimed ...Continue Reading
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.Continue Reading
How to sell your services in the public sector market
The government sector is a large vertical for channel partners, but companies targeting this market need to know what they are doing, writes Tony Stirk, president of Iron Horse.Continue Reading
Marketing strategy development: Partners ply social, traditional ways
Channel partners say they will use social media platforms and traditional marketing methods, such as trade shows and speaking engagements, as they roll out strategies in 2017.Continue Reading