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• 2019 channel partner events to mark on your calendar

  When making 2019 travel plans, refer to this list of channel-focused events and conferences hosted by IT vendors, distributors, industry organizations and vendors that cater to VARs and MSPs. Continue Reading

• Tactics for selling MSP backup services

  A sales approach that illustrates the potential of ransomware threats to disrupt small business operations could help managed service providers sell backup and recovery offerings. Continue Reading

• Ensure a smooth M&A process with these channel partner tips

  From approaching an acquisition target to dealing with snags at the eleventh hour, M&As are intensive journeys. Experts share their top considerations when buying channel firms. 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

• break/fix

  For IT services companies, break/fix is a method of providing IT support to customers. Services are generally fee-based and rely on a customer contacting the IT services company when repairs and upgrades are needed. Continue Reading

• Definitions to Get Started

  • not for resale (NFR)
  • solution provider
  • line card
  • vertical market

  • Dell Technologies Partner Program
  • value-added reseller (VAR)
  • proxy hacking
  • clean install

  View All Definitions

• 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

• Blockchain: Oil and gas emerges as consulting market

  Blockchain opportunities in the oil and gas sector are beginning to surface, attracting the attention of consulting firms and integrators such as Accenture, Deloitte and Quisitive.Continue Reading

• ISV (independent software vendor)

  An ISV (independent software vendor) makes and sells software products that run on one or more computer hardware or operating system (OS) platforms.Continue Reading

• deal registration

  Deal registration is a common feature of vendors' channel partner programs in which a channel partner, such as a value-added reseller (VAR), informs the vendor about a sales lead.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

• 4 tips for MSPs building a cloud backup services business

  Getting started as a cloud-based backup services business requires a grasp of the target market, a solid mix of backup vendors and a sound pricing formula.Continue Reading

• How to develop IT services for healthcare vertical opportunities

  When it comes to vertical markets, healthcare offers a wealth of opportunities for MSPs. IT services providers share tips for building a healthcare-focused practice.Continue Reading

• Cloud storage resellers, MSPs take on latest storage trends

  Channel partners face an array of storage options. Cloud storage resellers and MSPs must deal with hyper-converged products, online storage offerings and flash technology.Continue Reading

• channel strategy

  A channel strategy is a vendor's plan for moving a product or a service through the chain of commerce to the end customer.Continue Reading

• OEM (original equipment manufacturer)

  OEM, or original equipment manufacturer, is a broad term that describes a web of relationships among IT hardware vendors, hardware component makers, software vendors and channel partners such as resellers and distributors.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

• Microsoft Intune

  Microsoft Intune is a cloud-based enterprise mobility management tool that aims to help organizations manage the mobile devices employees use to access corporate data and applications, such as email.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

• distributor agreement (distribution agreement)

  A distributor agreement, also known as a distribution agreement, is a contract between channel partners that stipulates the responsibilities of both parties.Continue Reading

• reseller

  In information technology, a reseller is a company that typically purchases IT products or services from a product manufacturer, distributor or service provider and then markets them to customers.Continue Reading

• HPE Partner Ready Program

  The HPE Partner Ready Program is a global partner program that rewards and supports Hewlett Packard Enterprise's channel alliances.Continue Reading

• Security questionnaires: How to prepare your SMB clients

  SMBs working with regulated clients may need to complete detailed security assessment questionnaires. Managed service providers can help with data security tools and capabilities.Continue Reading

• HP Partner First Program (formerly HP PartnerOne program)

  HP Partner First is a channel partner program that provides resources and benefits for value-added resellers (VARs), systems integrators (SIs), service providers, hosting providers, independent software vendors (ISVs), distributors and other ...Continue Reading

• Containerization technology market emerges for channel partners

  As interest in containers grows, clients are turning to partners for help deploying and managing the technology. Get insight into consulting and management opportunities.Continue Reading

• Business continuity solution: How should MSPs price an offering?

  A backup offering, when packaged as a business continuity solution, can pique your customers' interest and provide attractive margins if positioned and priced appropriately.Continue Reading

• Cloud migration planning: Assess workloads now to avoid trouble later

  Organizations that take the time to assess workloads, identify dependencies and educate themselves on cloud security tools can set a smooth path for a public cloud deployment.Continue Reading

• Expect 5G infrastructure to generate new wave of channel opportunities

  It's time to think about 5G. The widespread rollout of 5G infrastructure is likely to create new prospects for channel-provided solutions and services, industry experts say.Continue Reading

• A cybersecurity self-assessment helps IT teams, partners flag risks

  IT teams, partners and vendors can benefit from an internal checkup when it comes to reducing the risk of a cybersecurity breach. This approach can help document security efforts.Continue Reading

• MSP security essentials for every IT service provider

  Getting a cybersecurity practice up and running is no easy task. In this guide, we show how MSPs can build security practices and protect their clients from an array of threats.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

• Apple Authorized Service Provider (Apple AASP)

  An Apple Authorized Service Provider (AASP) is a business that provides repair services for Apple products.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

• 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

• Oracle PartnerNetwork (OPN)

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

• Gamification techniques for your financial services clients

  Here are three tips for channel companies looking to help financial services and insurance clients adopt gamification as part of their overarching digital business strategies.Continue Reading

• authorized service provider (ASP)

  An authorized service provider (ASP) is an organization that a product manufacturer has deemed qualified to service products covered under the manufacturer's warranty.Continue Reading

• Recruitment techniques for IT channel companies

  Channel firms must rethink their recruitment techniques to win in today's competitive job market. Get tips for updating your channel recruitment strategy and retaining talent.Continue Reading

• Software-defined storage solutions: A channel primer

  Channel companies have an opportunity to help their customers deploy emerging software-defined storage technology, a pursuit that may also boost a partner's consulting revenue.Continue Reading

• How to protect your clients from ransomware infections

  Client education, advanced endpoint protection and image-based backups are some of the steps channel partners can encourage customers to take to thwart ransomware.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

• Channel company quiz: Recap partner program and alliance news

  This month's channel quiz features mergers and alliances (and their partner fallout) along with emerging technologies, cloud computing and regulatory activity.Continue Reading

• Partners: Citrix hyper-converged tech opens VDI to midrange clients

  The Citrix Ready HCI Workspace Appliance Program, coupled with the company's Citrix Cloud, will open VDI opportunities among midmarket customers, Citrix channel partners said.Continue Reading

• IT solution

  An information technology (IT) solution is a set of related software programs and/or services that are sold as a single package.Continue Reading

• IoT business opportunity in 2017: Are channel partners ready?

  As channel partners mull over business moves for the upcoming year, many executives may consider IoT as a potential play -- and for good reason. "There is so much demand for IoT within SMBs [small ...Continue Reading

• cloud services

  Cloud services is an umbrella term that may refer to a variety of resources provided over the internet, or to professional services that support the deployment of such cloud-based resources.Continue Reading

• Machine learning projects fuel new lines of channel business

  Machine learning projects are creating a 'once-in-a-lifetime opportunity' for partners. Get ready with the right range of skills and experience to take part.Continue Reading

• Managed mobility services market: Complexity fuels channel growth

  The complex nature of enterprise mobility opens service opportunities for channel companies, but also makes for a challenging and competitive environment.Continue Reading

• SD-WAN: Providers could see strong growth, but face hurdles

  The SD-WAN market beckons with high-growth potential, but channel partners must confront incomplete feature sets, training requirements and market consolidation.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

• IT security strategy: Help clients build these three pillars

  User education, access management and data backup are the three pillars of a sound security strategy that partners should build and reinforce for their customers.Continue Reading

• Partner-to-partner: Teaming with peers to grow a channel business

  Partner-to-partner collaboration can help channel companies deliver more complex offerings and address customers' pressing business problems, according to Tiffani Bova.Continue Reading

• Building a partnership: How to link up with other service providers

  Partnering with your fellow IT service providers can help expand the services you offer clients without incurring the cost of hiring and retaining talent.Continue Reading

• Microsoft WPC 2016: A quizzical recap of the channel partner event

  This month's channel news quiz focuses on the recent Microsoft Worldwide Partner Conference, which highlighted cloud opportunities for the company's channel partners.Continue Reading

• IT RFP: How to influence the bid as a channel partner

  Channel partners may find the formal RFP process challenging, but they can influence the bid in advance -- and boost their chances for success -- through digital marketing.Continue Reading

• K-12 market: Channel takes on networking, storage, security projects

  Students are heading for vacation, but K-12 sector projects in networking, storage and security are getting underway for channel partners with an education focus.Continue Reading

• Channel partner marketing: Offloading the work to specialists

  Channel partners, who have long bemoaned the challenges of marketing themselves, turn to outside specialists for help optimizing their website design and content.Continue Reading

• application rationalization (AR)

  Application rationalization is the process of identifying which business applications should be kept, replaced, retired or consolidated across an organization to improve business operations.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

• 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 shareContinue 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

• 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

• uncloud (cloud repatriation)

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

• 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

• 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

• 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

• 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

• 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

• HP Channel Services Network (HP CSN)

  HP Channel Services Network (HP CSN) is a Web-based management system and membership program for HP's authorized channel service partners.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

• IBM PartnerWorld

  IBM PartnerWorld is a program run by IBM that outlines how the company works with IBM Business Partners such as VARs, systems integrators, managed service providers, consultants and independent software vendors.Continue Reading

• cloud marketplace

  A cloud marketplace is an online storefront, operated by a cloud provider, through which customers may subscribe to Software as a Service (SaaS) applications that are built on, integrate with or complement the cloud provider's main infrastructure, ...Continue Reading

• Understanding the cloud service broker model

  Cloud service brokers have become essential for many customers and providers. Learn more about brokers' role, strategies and growth potential.Continue Reading

• Intel Technology Provider

  The Intel Technology Provider program is Intel Corp.'s partner program designed to support the sales and marketing efforts of channel partners who specify, design, build or resell Intel-based technology products.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

• cloud broker

  A cloud broker is a third-party individual or business that acts as an intermediary between the purchaser of a cloud computing service and the sellers of that service.  Continue Reading

• sales performance management (SPM)

  Sales performance management (SPM) is the practice of monitoring and guiding personnel to improve their ability to sell products or services. Continue Reading

• co-selling

  Co-selling is an approach to product and service distribution in which channel partners are the primary route to market.Continue Reading

• Full Packaged Product (FPP)

  Full Packaged Product (FPP) is the retail version of a Microsoft licensed product. FPPs are sold in stores in shrink-wrapped boxes.Continue Reading

• Eucalyptus

  Eucalyptus is an open source software platform for implementing Infrastructure as a Service (IaaS) in a private or hybrid cloud computing environment.Continue Reading

• channel captain

  A channel captain is the individual or organization responsible for managing a particular distribution channel and overseeing channel partnerships. The channel captain is usually a channel member.Continue Reading

• VAR agreement (value-added reseller agreement)

  A VAR agreement is a legal contract between a manufacturer and a value-added reseller that specifies details of the rights and obligations of both parties.Continue Reading

• vendor neutral

  Vendor neutrality is a business and design approach that seeks to ensure broad compatibility and interchangeability of products and technologies. The model encompasses non-proprietary design principles and unbiased business practices.Continue Reading

• Apple Authorized Reseller (AAR)

  An Apple Authorized Reseller (AAR) is a business partner that has entered into a contractual relationship with Apple Computer Inc., to sell software and/or hardware products.Continue Reading

• IT reseller

  An IT reseller is an intermediary entity in the distribution channel that purchases software and/or hardware from the manufacturer or some other entity, such as a wholesaler or a distributor, and sells it to consumers.Continue Reading

• IT distributor

  An IT channel distributor is a business that acts as an intermediary between vendors and value-added resellers (VARs) or system integrators (SIs) in the distribution of software or hardware.Continue Reading

• white label cloud service

  A white label cloud service is a cloud provider that sells customers resources that they can, in turn, offer to their own customers under their own brand.Continue Reading

• cloud aggregator

  A cloud aggregator is a type of cloud broker that packages and integrates multiple cloud computing services into one or more composite services.Continue Reading

• keyword stuffing

  Keyword stuffing is the practice of inserting a large number of keywords into Web page content and meta tags in the attempt to artificially increase the page's ranking in search results.Continue Reading

• cloud portability

  Cloud portability is the ability to move applications and data from one cloud computing environment to another with minimal disruption.Continue Reading

• EMC cloud architect certification (EMCCA)

  EMC Cloud Architect Certification (EMCCA) is a certification and training offering by storage vendor EMC on high-level cloud architecture and design concepts.Continue Reading

• cloud adaptor

  A cloud adaptor is a software utility that controls the transfer of information between local back office systems and a cloud provider.Continue Reading

• user self-provisioning

  User self-provisioning, also known as cloud self-service, is a system that allows end users to set up and launch applications and services in a cloud computing environment without the direct intervention of an IT organization or a service provider.Continue Reading

• automated provisioning

  Automated provisioning is the ability to deploy an information technology or telecommunications service by using predefined procedures that are carried out electronically without requiring human intervention.Continue Reading

• cloud integrator

  A cloud integrator is a product or service that helps a business negotiate the complexities of cloud migrations. Continue Reading

• cloud provider API

  A cloud provider API is an application program interface that allows the end user to interact with a cloud provider's service. Continue Reading