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• What is a reseller?

  In the information technology (IT) ecosystem, a reseller is a company that purchases products or services from manufacturers, vendors or distributors and then sells them to customers. These transactions can be business-to-business (B2B) or ... Continue Reading

• What is deal registration?

  Deal registration is a key feature of many vendors' channel partner programs, enabling a partner -- such as a value-added reseller (VAR), system integrator (SI) or managed services provider (MSP) -- to register a sales opportunity with the vendor ... Continue Reading

• What is a distributor agreement (distribution agreement)?

  A distributor agreement -- also referred to as a distribution agreement -- is a legally binding contract between a vendor or manufacturer and a distributor. Continue Reading

• What is a channel partner?

  A channel partner is a person or organization that partners with a manufacturer or producer to market, sell, and deliver their products or services to the end customer. Continue Reading

• What is a channel strategy?

  A channel strategy is a vendor's plan for delivering a product or service to end customers through direct or indirect sales channels. Continue Reading

• Definitions to Get Started

  • What is a reseller?
  • What is deal registration?
  • What is a distributor agreement (distribution agreement)?
  • What is a channel partner?

  • What is a channel strategy?
  • What is an ISV (independent software vendor)?
  • What is break/fix?
  • What is OEM (original equipment manufacturer)?

  View All Definitions

• What is an ISV (independent software vendor)?

  An ISV (independent software vendor) makes and sells software products that work with computer hardware, operating systems (OSes) or software platforms made by another company.Continue Reading

• What is break/fix?

  The break/fix model is a traditional method of providing IT support in which services are rendered only when needed, typically after something breaks.Continue Reading

• What is OEM (original equipment manufacturer)?

  An original equipment manufacturer (OEM) is a company that produces hardware or software that is later marketed and sold under another company's brand.Continue Reading

• What is a cloud service provider?

  A cloud service provider, or CSP, is a company that offers components of cloud computing -- typically in an as-a-service model like infrastructure as a service (IaaS), software as a service (SaaS) or platform as a service (PaaS).Continue Reading

• What is a request for proposal (RFP)?

  A request for proposal (RFP) is a document an organization uses when it's searching for a product or service to meet specific requirements. The organization posts an RFP to elicit formal bids from vendors.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

• 6 popular managed services pricing models

  Popular pricing models for managed service providers include monitoring only, per device, per user, all-you-can-eat or value-based pricing, a la carte and tiered pricing.Continue Reading

• What is sales motion?

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

• What is Oracle PartnerNetwork (OPN)?

  Oracle PartnerNetwork, also known as OPN, is a channel partner program that provides resources and benefits for value-added resellers (VARs), independent software vendors (ISVs) and other businesses that want to collaborate with Oracle.Continue Reading

• What is hardware as a service (HaaS)?

  Hardware as a service (HaaS) is a procurement model that's similar to leasing or licensing. Hardware that belongs to a managed service provider (MSP) is installed at a customer's site and a service level agreement (SLA) defines the responsibilities ...Continue Reading

• What is professional services automation (PSA)?

  Professional services automation (PSA) is a type of software application suite that provides a service business with the functionality it needs to manage core business processes.Continue Reading

• go-to-market strategy

  A go-to-market strategy (GTM strategy) is an action plan that specifies how a company will bring a new product or service to market while reaching its target customers.Continue Reading

• feedback loop

  A feedback loop is the part of a system in which some portion (or all) of the system's output is used as input for future operations.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

• 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. A service-level commitment (SLC) ...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 and departments use to maintain their clients' and business organizations' IT assets, infrastructure and systems.Continue Reading

• cloud provisioning

  Cloud provisioning is the allocation of a cloud provider's resources and services to a customer.Continue Reading

• 5 IT services industry trends on tap for 2024

  The top IT services industry trends for 2024 should sound familiar, with cost optimization and guarded innovation among the trends expected for the coming year.Continue Reading

• 4 key ways partners sharpen digital transformation strategy

  IT service providers employ methodologies, tools and platforms to keep initiatives on track. Their efforts aim to prevent projects from stalling before they deliver the goods.Continue Reading

• Microsoft Intune

  Microsoft Intune is a cloud-based unified endpoint management (UEM) tool that aims to help organizations manage the mobile devices employees use to access corporate data and applications, such as email.Continue Reading

• IBM (International Business Machines Corporation)

  IBM (International Business Machines Corporation) is a multinational technology company headquartered in Armonk, N.Y.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.Continue Reading

• Partner ecosystem strategy: Co-innovation and other variants

  Co-innovation, generative partnering and co-creation describe alliances among customers, service providers and tech vendors. But what do the terms mean and what are the benefits?Continue Reading

• not for resale (NFR)

  Not for resale (NFR) is a designation for products that vendors give to their channel partners for testing and educational purposes with the understanding that the channel partner will not resell those products to the end user.Continue Reading

• line card

  A line card may be a modular electronic telecommunications switching component on a printed circuit board, or a printed brochure or document that contains the names, descriptions and products that are sold by a third party.Continue Reading

• vertical market

  A vertical market is made up of companies that offer goods and services to meet the needs of customers in a specific industry or niche market.Continue Reading

• Dell Technologies Partner Program

  The Dell Technologies Partner Program is an international channel partner program that provides partners with business development, sales and marketing resources.Continue Reading

• value-added reseller (VAR)

  A value-added reseller (VAR) is a company that resells software, hardware, and other products and services that provide value beyond the original order fulfillment.Continue Reading

• proxy hacking

  Proxy hacking is a cyber attack technique designed to supplant an authentic webpage in a search engine's index and search results pages to drive traffic to an imitation site.Continue Reading

• clean install

  A clean install is a software installation in which any previous version is eradicated.Continue Reading

• data recovery agent (DRA)

  A data recovery agent (DRA) is a Microsoft Windows user account with the ability to decrypt data that was encrypted by other users.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

• 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

• vCIO (virtual CIO)

  A vCIO, or virtual CIO, is a contractor or company that serves as an organization's chief information officer.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

• 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: Top 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

• 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

• 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

• 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

• 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

• 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

• 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

• 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

• 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

• 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

• 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

• 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

• partner program

  A partner program, which may also be referred to as channel partner program or alliance program, is a business strategy that vendors develop to encourage others to work with the vendor and sell its products or services.Continue Reading

• partner account manager (PAM)

  A partner account manager is a job title within a vendor organization that uses channel partners to sell its products or services.Continue Reading

• managed hosting

  Managed hosting is an IT provisioning model in which a service provider leases dedicated servers and associated hardware to a single customer and manages those systems on the customer's behalf.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

• Dell and EMC merger poses a challenging transformation

  The Dell and EMC merger presents a multitude of opportunities for market domination -- if the integrated companies can modernize a highly complex portfolio.Continue Reading

• Salesforce telehealth system lets channel add real-time video, audio

  Salesforce's telehealth tool, built on top of its Health Cloud platform, offers partners the ability to add real-time video and audio to their healthcare vertical offerings.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

• Microsoft managed partner designation: What it takes, what it's worth

  A Microsoft managed partner designation can get you a warm body within Microsoft whose job it is to help you. Get info on how partners are selected.Continue Reading

• How to sell a small business in the IT services, VAR space

  Get advice on how to sell a small business in the MSP and VAR space, including determining the business valuation and finding a potential buyer.Continue Reading

• Snort Tutorial: How to use Snort intrusion detection resources

  In this Snort Tutorial, you will receive advice from the experts on Snort rules, installation best practices and unified output. You will learn how to use Snort, how to test Snort and how to upgrade to different versions of the intrusion detection ...Continue Reading

• The director switch: Basic SAN switch, plus scalability and high availability

  One director-class switch can supplant multiple SAN switches and deliver scalability, high availability and a number of advanced features for Fibre Channel SANs.Continue Reading

• Using Windows PowerShell scripts for task automation

  Solutions providers will find that executing Windows PowerShell scripts for task automation will make jobs, such as creating virtual machines or consolidating old servers, easier.Continue Reading

• Resolving a Windows 7 crash or freeze

  This FAQ helps solutions providers give users the best assistance when Windows 7 issues arise, such as the Blue Screen of Death (BSOD), crashes and random freezes.Continue Reading

• FAQ: Windows 7 hardware requirements and compatibility

  Use this FAQ to learn about Windows 7 hardware requirements and notebook compatibility factors, and find out when you should recommend 32-bit vs. 64-bit architecture.Continue Reading

• What should be included in a managed services agreement?

  A well-written managed services agreement should provide a common understanding of the services to be performed by the managed services provider for the client. Learn why the managed services agreement is often the first step taken by MSPs, the ...Continue Reading

• Network IDS/IPS vendors

  Before deciding on a network intrusion detection or intrusion prevention system (IDS/IPS), check out this Partner Program Directory. Use these checklists to compare partner programs of network IDS/IPS vendors.Continue Reading

• How to install a certificate on a Windows Vista client

  Learn how to install a certificate onto a Windows Vista client after downloading the certificate from the enterprise certificate authority.Continue Reading

• What kind of incentives and partner programs does VMware offer to its resellers?

  Learn about VMware's three reseller partner levels: Professional, Enterprise and Premier. These levels increase in both the commitment expected from the reseller and benefits offered by VMware.Continue Reading

• Disable IP directed broadcasts

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