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• 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

• IT security tutorial: Channel partner tips for new tech

  In this IT security tutorial, we outline security concerns and mitigation strategies for software-defined networking, hyper-converged infrastructure and the Internet of Things. 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

• 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

• Definitions to Get Started

  • TIN (Taxpayer Identification Number)
  • Defense Contract Management Agency (DCMA)
  • go-to-market strategy (GTM strategy)
  • service-level agreement (SLA)

  • hardware-as-a-service (in managed services)
  • managed service provider (MSP)
  • distribution channel
  • statement of work (SOW)

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• 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

• Develop a branded house strategy for IT solution providers

  Adopting a branded house strategy during business expansions will help companies maintain a clear and concise brand promise, according to marketing expert Jennifer Anaya.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

• sales motion

  A sales motion is the particular sales method an organization uses to deliver a product or a service to its customers.Continue Reading

• GSA schedule: Distributors provide channel onramp

  The GSA schedule offers channel companies access to the enormous public sector IT market. Distributors with GSA contracts provide one way to get on board.Continue Reading

• Cloud data security skills to set your business apart

  The wave of high-profile data breaches has led many customers today to take data security more seriously, and, as a result, many of them are turning to partners to safeguard their cloud data assets against developing threats.

  In this three-part ...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

• 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

• 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

• The CISA bill and the implications for channel partners

  Security expert Kevin McDonald critiques the Senate-passed CISA bill, urging channel partners to think carefully about the proposed real-time sharing of their clients' data.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

• Digital business transformation and the MSP's BI role

  Small and medium-sized businesses can benefit from digital transformation. Managed service providers can facilitate business intelligence technology adoption to make that happen.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

• Targeted customers help partners live up to brand promise

  Channel partners can learn from YouTube channel stars: Develop a specialization, focus on a market niche and give customers more of what they want.Continue Reading

• Getting up to speed in the data management technology market

  Big data and cloud computing have transformed today's data management technology market. Whether it's by augmenting traditional data warehousing models, allowing small organizations to realize the power of business intelligence (BI), or helping ...Continue Reading

• How to uncloud: Best practices for exiting the public cloud

  A company planning to migrate from the cloud to an in-house data center or colocation facility faces a number of challenges, writes Datalink's Irwin Teodoro.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

• Solid-state/flash storage technology: Customer insight

  In this Tech Buyer Snapshot, we offer insight into the challenges and purchasing priorities of solid-state/flash storage technology customers.Continue Reading

• SDN benefits obscured by misconceptions: How to beat the myths

  Software-defined networking can benefit customer organizations, but lingering misconceptions hamper broader adoption. Greg Stemberger of Force 3 debunks five common SDN myths.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

• Vendor relationships: Five ways partners can forge closer ties

  Want to grow your business with your top product vendors? Here are five tips for channel partners seeking to create closer ties.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

• 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

• Expand your reach in the cloud storage market

  There's more to cloud storage than backup and archiving. Technology advancements -- combined with changing customer attitudes toward the cloud -- have opened doors to new and interesting opportunities for channel partners.

  In this three-part ...Continue Reading

• uncloud (cloud repatriation)

  Unclouding, also called cloud repatriation, is the retrieval of applications and data from a cloud computing platform.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

• Spinning up a hosted virtual desktop business

  The hosted virtual desktop market has matured in recent years, leading to growing interest for the cloud-based technology among small and medium-sized businesses and channel partners alike. Research projects strong adoption around the corner, and ...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

• 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

• A four-step rebranding process for channel partners

  The fast-moving IT market could leave your channel partner brand out of date. Here are four tips to update your image.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

• 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

• 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 servicesContinue 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

• 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

• In-house IT clients transitioning to the cloud? MSPs assess readiness

  Many businesses now consider cloud computing as a viable IT delivery option. MSPs can help their customers assess whether the cloud is right for them.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

• 5 CIO trends channel partners should watch

  Channel partners should recognize that "keeping the lights on" is no longer a CIO's primary responsibility, writes Jeff Jackson of Ingram Micro.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

• vCIO (virtual CIO)

  A vCIO, or virtual CIO, serves as an organization's chief information officer, but is a contractor rather than a regular employee.Continue Reading

• How to implement a successful SaaS business model

  Software as a service can yield huge profit margins, but it also requires careful planning. Get expert tips on how to develop your SaaS business model with this guide.Continue Reading

• Best strategies for cloud backup providers

  The cloud has put a new twist on the old problem of backup. For customers, the cost efficiency and ease of management make the cloud an attractive alternative to traditional backup methods. However, misconceptions abound -- and so do apprehensions....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

• 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

• Seven tips for creating a marketing plan and lead generation strategy

  VARs and MSPs don't always excel at marketing. Here are seven tips that can help a channel company build an effective channel marketing plan.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 DRaaSContinue Reading

• Mastering the art of managed communications

  Managed communications is a staple for many managed services providers, and, oddly enough, one of the more challenging services to deliver. Deciding which of the many managed communications services will best match your customers' needs is no easy ...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

• Five pitfalls in the merger and acquisition process

  Channel partners working through the merger and acquisition process must deal with cultural, financial and personnel issues before the ink is dry.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 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

• Two ways to ramp up your cloud computing revenue

  In the cloud world, single-digit profit margins don't have to be the new norm, says Jason Bystrak. Here are two ideas for accelerating cloud computing revenue.Continue Reading

• Meeting your clients' big data project demands

  In the next installment of our Tech Buyer Snapshot series, we highlight the business goals and challenges your clients are facing in their big data projects -- plus, how they intend to buy the technology.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

• Vetting cloud service providers: Five things to consider

  Your investigation of potential cloud services provider partners should hinge upon more than customer preference, says Jason Bystrak of Ingram Micro Cloud.Continue Reading

• How to protect your SMB customer against sophisticated cyberattacks

  Service providers must up their game to protect their SMB customers from evolving security threats. Stanley Louissant offers best practices for ensuring your clients and their data remain secure.Continue Reading

• How to sell storage into virtualized infrastructure environments

  Knowing today's best storage options and how they best match to your customers' virtualized infrastructure is critical when crafting storage offerings.Continue Reading

• Mobility services 101

  With the enterprise mobility professional services market expected to grow into an $11.1-billion opportunity by 2018, it's no wonder that solution providers are eager to add managed mobility services to their portfolios. However, the barrier of ...Continue Reading

• What are the challenges of managed communications services?

  Of all the managed services types that solution providers can potentially offer, managed communications has proven to be among the knottiest. Learn about the difficulties involved in delivering them and evaluating prospective partnerships.Continue Reading

• Channel partners pursue healthcare data management opportunities

  As healthcare organizations continue to amass stores of electronic information, an opportunity has emerged for service providers to host and manage the data repositories.Continue Reading

• Key skill sets for capturing the booming enterprise mobility market

  IT solution providers need a fairly broad set of skills to tap into the range of enterprise mobility demands. Read up on the skill sets that channel firms are obtaining to bolster their mobility practices.Continue Reading

• How to create an IT subcontractor agreement with peers

  In this tip, David Streit provides best practices for conducting business with peers, as well as a guide to a reciprocal IT subcontractor agreement.Continue Reading

• Free IT subcontractor reciprocal agreement template

  David Streit offers a guide to drafting a reciprocal subcontractor agreement. Download the agreement template for free.Continue Reading

• The tradeoffs of partnering with managed mobility services providers

  The increasingly complicated world of enterprise mobility spells opportunity for channel partners, and partnering with a large managed mobility services provider may be the best way to overcome the high barrier of entry.Continue Reading

• HTG Peer Groups: What to expect

  Arlin Sorensen has remained steady in his vision for HTG Peer Groups since its founding in 2001, and it might not be for everyone. Learn about HTG's holistic approach to peer groups.Continue Reading

• Vendor relationship management: Best practices for solution providers

  Vendor relationship management is no less important than customer relationship management for solution providers looking to unlock business growth. Learn best practices and why small solution providers especially should make VRM a top priority.Continue Reading

• Performing a cloud readiness assessment: Technology, process, people

  Cloud partners provide insight into the objectives and challenges involved in each step of a cloud readiness assessment: the technology, the operational processes and the people.Continue Reading

• Help desk ticket system approach: Should users file their own tickets?

  While most help desk ticketing processes require end users to file their own tickets, there are benefits to shifting the burden back to your IT support staff.Continue Reading

• A solution provider's first steps toward a cloud business model

  Solution providers have numerous paths to cloud, but what's the most logical route to getting there? Experts offer advice for making a transition with minimal disruptions to your current business model.Continue Reading

• 2015 channel events listings

  When making 2015 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

• Three principles for successfully selling cloud services

  Jason Bystrak, senior director for the Americas at Ingram Micro Cloud, explains three important principles for IT services companies that are looking to boost their cloud sales revenue.Continue Reading

• Jumpstart your cloud practice

  By now, every solution provider has heard of the business opportunities for cloud, whether it’s from industry experts in the media, business peers or IT customers. However, many solution providers struggle to build a solid cloud-based line of ...Continue Reading

• Ancillary MSP tools add an edge to managed service practices

  RMM and PSA software serve as foundational tools for a managed services practice. Many MSPs choose to supplement these with network assessment tools and more.Continue Reading

• Leverage client, MSP business reviews to improve client relationships

  Business reviews offer an opportunity to meet with clients in person and strengthen relationships. Learn how to make the most of these discussions and assert the value of your services.Continue Reading

• Build successful businesses around tier 1 providers of IaaS

  When partnering with a tier 1 IaaS provider, overlapping offerings can lead to eroding margins. Experts give advice on how solution providers can create differentiated services and secure businesses.Continue Reading

• Data protection software for file sync-and-share unlocks opportunities

  The popularity of file sync-and-share products like Dropbox and Google Drive has created opportunities for partners in the cloud-to-cloud backup space, say cloud-to-cloud backup companies.Continue Reading

• IT firms move to cloud, incorporate cloud into business operations

  Channel companies see agility, scalability and cost benefits from working cloud services into their business operations. Smaller channel partners lead the pack with internal cloud adoption.Continue Reading

• Building a big data practice

  For IT solution providers, there's big money in big data. That's because data volumes are growing at staggering rates, and SMBs are discovering use cases for big data. Perhaps even better for the channel, many SMBs don't have the skills needed to ...Continue Reading