Sales and Marketing Strategies
- April 15, 2020
An infectious disease surveillance portal incorporates a mapping application from SADA Systems and visualization technology from Google's recent Looker acquisition.
- March 12, 2020
Managed service providers, resellers and other partners are experiencing rising demand for advisory and implementation services as customers pursue remote work tools.
- February 28, 2020
The new program will align HP channel partners with the company's pivot to outcome-based and data-driven customer engagements, according to HP's chief commercial officer.
- January 10, 2020
Dell Technologies said its channel partners are realizing the benefits of cross-selling from its portfolio of products and strategically aligned businesses; other news from the week.
- December 06, 2019
Intel aims to make partner-to-partner collaboration easier with the launch of its Solutions Marketplace; other IT channel news from the week.
- August 09, 2019
A Rackspace tool for speeding up the cloud sales process is now available, while MNJ Technologies has become a Workplace by Facebook reseller; more news from the week.
- July 30, 2019
A Cisco marketing program is getting a new look as the vendor refreshes its partner marketing training and rolls out a new comarketing service focused on digital campaigns.
- February 13, 2019
Big Blue's decision to revert to an old IBM sales strategy -- selling products and co-creating packages with users -- could better position the company in hybrid cloud and AI markets.
- November 15, 2018
Channel partners will get a new Cisco specialization next year that focuses on customer experience and will eventually supersede Cisco's Lifecycle Advisor program.
- November 13, 2018
Last week's IT Nation Connect event, ConnectWise's annual users conference, held in Orlando, Fla., hit on a few of the core trends that channel partners grapple with today. Trends included the need ...
- September 07, 2018
Kabbage financing is now available as a product that channel partners can offer their small-business customers, which can use the Kabbage line of credit for any product or service.
- June 20, 2018
The MSP industry has good prospects for growth in the SMB space as company valuations increase, but the firms with the greatest focus are more likely to reap the rewards.
- March 28, 2018
After a bold transformation, many small and medium-sized businesses have yet to wrap their heads around what IBM offers today. The IBM marketing strategy will soon address that.
- January 08, 2018
Citrix Summit 2018: The virtualization and cloud vendor unveiled a new program structure for Citrix partner firms that will pull together five channel incentive programs under one umbrella.
- November 03, 2017
Channel partners can expect to see Cisco software play a bigger role on projects as the vendor bundles hardware with subscriptions and organizes its offerings around suites.
- October 24, 2017
The Modernize Traditional Applications program, unveiled at DockerCon 2017, is seeing traction among customers interested in adopting container technology, Docker partners said.
- July 14, 2017
Kaseya said its Powered Services offerings can help MSPs quickly expand their portfolios to include security and network management services; other news from the week.
- July 10, 2017
With its sights set on digital transformation, Microsoft will establish new incentives and compensation strategies in an effort to better align field sales and channel partners.
- June 23, 2017
Channel executives said Cisco's new campus networking approach offers software-defined networking, management and security capabilities, but will face a customer adoption test.
- June 07, 2017
Hewlett Packard Enterprise is looking to bring its channel up to speed with digital marketing concepts and trends -- a business area where many partners tend to stumble. The HPE Digital Marketing ...
- May 31, 2017
Dell EMC said partners can offer flexible consumption models, which aim to reduce financial risks for customers with changing infrastructure requirements.
- May 30, 2017
Cisco global certification has a new look with the launch of the Global Gold program, which aims to simplify how partners support multinational customers.
- April 25, 2017
At the Cisco Marketing Velocity conference in Chicago, the company discussed a unified data center product marketing message with its channel partners.
- April 14, 2017
Technology distributor Avant updated its sales enablement application, BattleApp, with more support for channel sales activities; other news from the week.
- November 04, 2016
Cisco discussed a new per-user, per-month pricing approach for its cloud-based and on-premises collaboration services and products at the company's partner summit.
- July 14, 2016
Microsoft plans to engage channel partners on a number of shared priorities, including accelerated cloud adoption, digital transformation and Windows 10 Enterprise deployment.
- July 12, 2016
Speakers at the Microsoft Worldwide Partner Conference said partners in the cloud must differentiate through methods such as verticalization, IP and content marketing.
- April 07, 2016
Riverbed took the wraps off a multicomponent channel marketing program that includes marketing value proposition development, localization and marketing automation.
- April 05, 2016
Riverbed Technologies rings in 'Disruption 2.0' at its annual Partner Summit, introducing new channel partner programs, initiatives and other updates.
- March 11, 2016
Intermedia arms partners with a free marketing automation platform and new Intermedia University courses to boost sales; more IT channel news from the week.
- March 01, 2016
Channel partners were urged to put the customer first and to enchant their prospective clients at this year's Cisco Marketing Velocity event.
- January 12, 2016
Citrix says it will ramp up innovation, as it focuses on its core products. The company also cites its Microsoft partnership and marketing campaigns for the midmarket.
- October 23, 2015
What makes a good MSP salesperson? How should you compensate sales staff? Execs tackled these and other MSP sales-related questions at MSPWorld this week; plus, more channel news.
- October 20, 2015
At MSPWorld 2015, the president of Locknet Managed IT Services gave guidance on scaling up small MSP business practices and overcoming the challenges.
- October 07, 2015
CompTIA's annual State of the Channel study shows IT services companies are spending more on marketing, as well as focusing on consulting and hybrid IT services.
- August 05, 2015
At ChannelCon, the CMO of Marketopia explained how a range of marketing collateral can help partners differentiate their businesses.
- July 15, 2015
Phil Sorgen, corporate VP of Microsoft's worldwide partner group, told conference attendees how to stand out from the channel crowd.
- July 14, 2015
Microsoft cloud solution provider firms and other channel allies voiced support for the company's technology and partner initiatives at WPC.
- July 06, 2015
Xerox has expanded its managed print service portfolio, offering SMB channel partners new assessment tools, an MPS API and workflow technology.
- May 06, 2015
EMC executives speaking at the EMC World 2015 conference emphasized a tighter alignment between its Federation strategy and its partners.
- May 05, 2015
EMC channel executives said the company will take steps to make EMC partners an extension of its sales force and reward them for greater commitment.
- April 29, 2015
SMBs see greater value in IT today than they have in the past, giving partners opportunities to penetrate deeper into this enormous market segment.
- April 28, 2015
Cisco executives urge partners to use storytelling and content marketing techniques, noting that traditional B2B marketing methods are under pressure.
- January 26, 2015
In this SearchITChannel slideshow, we offer insight into customers' purchasing priorities for mobile app and mobile device management products.
- November 24, 2014
Find out why business assessments are the key to sales proposals for IT services, according to sales coach Gil Cargill.
- August 06, 2014
Rethinking your sales and marketing strategy is critical to developing a workable cloud sales strategy, according to cloud expert Terry Hedden.
- June 02, 2014
The Internet, cloud and social media have fundamentally changed how channel partners should try to get and keep customers.
- June 20, 2012
The Dodd-Frank financial reform bill offers VARs the opportunity to further their trusted advisor status and advise customers in the area of big data and data analysis compliance.
- May 15, 2012
After seeing success using social media for customer service and support, Dell has launched a series of social media training sessions for VARs.
- May 07, 2012
Global server sales are picking up in 2012, but EMEA based channel partners are seeing slower sales.
- August 09, 2007
Selling managed services successfully is easier if an aspiring MSP avoids referring to "selling managed services" and comes up with its own brand, experts say. As part of that, companies should take on a trusted advisor role with their clients, ...
- August 03, 2007
Selling endpoint security doesn't come with many service opportunities, but VARs and analysts say it can still be very profitable.
- April 02, 2007
Despite the familiarity of Internet-based phone systems, customers need education and reassurances to get over misgivings.
- January 30, 2007
Rebate programs are complex enough on their own, but in dynamic markets they make pricing a nightmare; VARs suggest better ways vendors can help them sell.
- November 29, 2006
Service agreements catch integrators and VARs in a tight place between the vendor and customer. But if you negotiate strategically, you can work out deals that please customers without eating into your own margin.