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Bring yourself up to speed with our introductory content.
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Bring yourself up to speed with our introductory content.
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
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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
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
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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