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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

• 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

• Definitions to Get Started

  • Request for Proposal (RFP)
  • channel conflict
  • solution selling
  • VAR (value-added reseller)

  • sales lead
  • statement of work (SOW)
  • consultant (consulting)
  • share of wallet (SOW) or wallet share

  View All Definitions

• 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

• 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