Channel business management strategies
Top Stories
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Blog Post
06 Sep 2019
Digital transformation projects hit cultural, tech snags
Digital transformation projects are encountering organizational and technology hurdles that may open consulting opportunities for channel partners. Continue Reading
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Blog Post
15 Feb 2019
Microsoft partner training offers self-assessment tool
Microsoft partner training is getting a new addition with a self-assessment tool that guides partners toward appropriate training resources. Continue Reading
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Tip
17 Jan 2019
How to revamp your managed services pricing for predictable revenue
Many MSPs still rely heavily on an hourly billing rate and cost-plus pricing. Michael Backers, an MSPAlliance board member, offers advice on moving to managed services pricing. Continue Reading
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News
20 Apr 2018
Marketing for MSP companies: Still a struggle
While managed service providers continue to struggle with marketing, the list of vendors committing to the channel sales model continues to grow; more news from the week. Continue Reading
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Feature
19 Apr 2018
HCL software push lands Actian in latest venture
HCL software: The recent acquisition of Actian gives the $7.6 billion IT services provider a range of data analytics products it can sell as a global systems integrator. Continue Reading
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Opinion
27 Mar 2018
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
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Feature
22 Mar 2018
From VAR to IT managed service company: NSI's journey
In hindsight, NSI would have done a few things differently during its transition from a reseller to an MSP. NSI president Tom McDonald shares lessons learned from the journey. Continue Reading
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Feature
22 Mar 2018
SD-WAN market growth sparks new channel services
SD-WAN services are growing in popularity and IT solutions providers are looking to boost their revenue in the rapidly expanding managed SD-WAN market segment. Continue Reading
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News
16 Mar 2018
MSPAlliance insurance to protect providers against claims
A revised MSPAlliance insurance program aims to shield managed services and cloud computing providers from claims stemming from the EU GDPR regulation. Continue Reading
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Feature
13 Mar 2018
MSP business model transformation: Five tips for navigating change
MSP business model transformation: Channel partners face challenges as they cultivate as-a-service offerings, seek dollars for investment and promote their new offerings. Continue Reading
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Blog Post
06 Mar 2018
Ease the MSP talent acquisition process with these tips
For Eric Hobbs, the key to the talent acquisition process is to recruit prospective employees early and often. Hobbs is CEO at Technology Associates, a managed service provider (MSP) in Cary, North ... Continue Reading
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News
06 Mar 2018
Managed service provider security: Bad clients put your business at risk
Speakers at MSPWorld 2018 sparked new discussions about MSP security, such as how companies need to avoid entanglement with customers' security lapses. Continue Reading
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Blog Post
27 Feb 2018
TeamViewer partner program update reveals shift in strategy
TeamViewer, a newcomer to the channel, is on a mission to grow its presence among partners. The software provider only began its push into the channel about a year-and-a-half ago when it launched ... Continue Reading
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News
23 Feb 2018
ConvergeOne goes public, targets cloud skills
Cloud consulting services is one area IT service provider ConvergeOne would like to reinforce as it pursues business as a publicly traded enterprise. Continue Reading
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Feature
23 Feb 2018
Cloud services offerings: Partner investments on the rise
Managed service providers and other channel firms are upping their investment in cloud services but must confront the challenges of cloud profitability and revenue contribution. Continue Reading
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Guide
23 Feb 2018
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
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Feature
21 Feb 2018
SAN storage devices: MSP finds new business in tech upgrade
Evercom, a managed services provider, was able to both upgrade its storage and find a new business opportunity when it purchased new gear from Reduxio Systems. Continue Reading
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Feature
14 Feb 2018
MSP pricing: How to compete without slashing prices
Experts share strategies for battling price erosion in the competitive managed services market. MSPs shouldn't bow to pricing pressures without trying these approaches first. Continue Reading
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News
09 Feb 2018
Blockchain consulting project news: Accenture, Synechron in pilots
The blockchain portion of the IT consulting market appears to be gaining momentum amid prototype and pilot projects from Accenture and Synechron; other news from the week. Continue Reading
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News
30 Jan 2018
Accenture: Intelligent operations goal requires data backbone
The concept of intelligent operations can help organizations overcome digital disruption, but they need a data backbone and back office improvements to make that happen. Continue Reading
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News
12 Jan 2018
NEC Corporation of America extends cloud alliance with Magna5 partnership
A cloud enablement alliance between NEC Corporation of America and Magna5 will bring together NEC's infrastructure-as-a-service offerings with Magna5's communications network. Continue Reading
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News
08 Jan 2018
Citrix Ultimate Rewards: Program aims to simplify channel incentives
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. Continue Reading
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News
20 Dec 2017
Xerox MPS ambitions increase the focus on channel partners
Xerox continues to invest in its channel strategy, which includes a focus on helping partners win more sophisticated Xerox MPS deals. Continue Reading
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News
01 Dec 2017
Digital transformation: Services firms may find work across verticals
An Ovum survey paints a picture of opportunity for IT services firms: Only a handful of IT execs believe they have fully realized digital transformation; other news from the week. Continue Reading
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News
30 Nov 2017
Bosma Enterprises may resell assistive technology
Bosma deployed an indoor navigation system for its blind and visually impaired employees. Now the organization may resell the BlindSquare Event system to external customers. Continue Reading
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Feature
30 Nov 2017
IT channel explores finer points of DevOps consulting
DevOps challenges are creating demand for IT consultancies such as Nebulaworks and Entisys, which both cite cultural changes as a significant customer pain point. Continue Reading
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Feature
10 Aug 2017
Find your niche in big data: Consulting, software, platforms
Channel partners looking for a niche in big data may find opportunities in consulting, predictive analytics system deployment and software implementation. Continue Reading
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Answer
17 May 2017
Four tips for selling to the manufacturing vertical
Channel partners can succeed in the manufacturing market if they properly plan and initiate their relationships with customers in this industry segment, writes Mike Bloomfield. Continue Reading
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Feature
12 Apr 2017
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
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Quiz
24 Feb 2017
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
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Feature
29 Dec 2016
The Trump economy: IT channel weighs business opportunities for 2017
What's ahead for channel businesses? According to industry experts, the channel should prepare for significant changes. Continue Reading
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Blog Post
16 Dec 2016
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
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Feature
13 Sep 2016
Business influencers: What guides your IT channel decisions?
Channel executives are responsible for making tough decisions that impact the fates of their companies. We asked a few company chiefs to name the top influencers that shape their leadership. Continue Reading
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Blog Post
15 Aug 2016
Trace3 grows its innovation research program
Trace3 is growing its innovation research program, which aims to help CIOs obtain early access to emerging technologies. Continue Reading
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Feature
11 Aug 2016
Credentialing process helps IT service providers differentiate
MSPs and other channel partners are pursuing rigorous audits and credentialing regimens as a way to stand out from their competitors in the IT services market. Continue Reading
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Blog Post
09 Aug 2016
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
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Tip
28 Jul 2016
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
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Tip
07 Jul 2016
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
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News
02 Jun 2016
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
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Guide
27 Apr 2016
IT channel sales and marketing strategy for the digital era
Every channel partner should have a sales and marketing strategy if they hope to reach their true potential in the industry. Here's a guide to develop and put a plan into action. Continue Reading
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Feature
12 Apr 2016
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
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News
23 Mar 2016
CompTIA Channel Standards program takes on business best practices
CompTIA will roll out a free program that helps IT industry companies adopt business best practices. Continue Reading
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News
01 Feb 2016
Vendor training, certification gets new twist at Atrion
In a departure from typical vendor relations scenarios, Atrion, a consulting and managed services firm, is asking vendors to certify themselves in a reciprocal loyalty program. Continue Reading
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News
21 Jan 2016
IT services: TierPoint's Cosentry deal expands Midwest reach
TierPoint's agreement to purchase Cosentry will bring together two companies with similar strategies in the colocation, managed services and cloud services sectors. Continue Reading
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Blog Post
23 Dec 2015
FASB lease accounting changes to impact channel
FASB lease accounting changes will impact channel partners involved in IT leasing. Managed services could get a boost from the new standard. Continue Reading
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Feature
14 Dec 2015
2016 channel trends: Digital transformation to alter relationships
A look ahead: Digital transformation trends will persist into 2016, impacting channel shops, their vendor partners and end clients. Notable techs will include cloud, security and IoT. Continue Reading
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Feature
22 Sep 2015
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
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Feature
27 Jul 2015
Inside a DaaS service pact: EarthLink teams with IndependenceIT
EarthLink, a cloud service provider, and IndependenceIT, a DaaS vendor, provide an example of partnering in the emerging hosted desktop space. Continue Reading
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Tip
14 May 2015
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
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Feature
14 Jan 2015
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
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News
10 Jan 2014
Growth best practices and key performance indicators for IT solution providers
Business consultant Larry Schulze outlines key performance indicators for IT solution providers, including optimal cost and profitability percentages. Continue Reading
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Feature
01 Oct 2013
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
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Feature
30 Sep 2013
How to mitigate risk associated with a customer's potential data breach
Find out what steps to take to protect your business and reduce the risk associated with the inevitable data breach at a customer site. Continue Reading
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News
29 Aug 2013
SMEs turning in increasing numbers to alternative credit sources
The latest BDRC Contintental SME Finance Monitor has revealed optimism about growth but also more determination to avoid relying on the banks for credit. Continue Reading
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Feature
19 Aug 2013
Gartner’s Magic Quadrant: Sales tool or marketing gimmick?
With businesses under pressure to find targeted solutions for their customers, Alex Scroxton asks if the channel can find value in Gartner's Magic Quadrant - or whether it is just a shabby sales ruse Continue Reading
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Feature
10 May 2013
KPIs: Monitoring VAR business metrics for a better bottom line
Find out how your peers are monitoring their VAR business metrics, identifying trends and making operational changes to improve the bottom line. Continue Reading
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Report
26 Apr 2013
Special Report: IT priorities for 2013
This report examines results from TechTarget's annual survey on IT priorities among thousands of IT professionals worldwide. Continue Reading
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Tip
12 Mar 2008
Choosing network equipment vendors: Multi-vendor vs. single-source
A plethora of network equipment vendors means that you have limitless solution offerings at your disposal. Do you specialize in one vendor or create multi-vendor partnerships? Learn the pros and cons of supplementing your tier one vendor partner offerings with those from niche players. Continue Reading
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Tip
28 Aug 2007
Choosing network vendors and service providers
Choosing the right networking partners and products is essential to your long-term success as a reseller. Learn how to choose wisely using this tried-and-tested methodology. Continue Reading