MSP business strategy
News and features on all aspects of running a service provider business, from executing an MSP business model to automating operations.
Top Stories
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Tip
27 Feb 2026
12 top business process management tools for 2026
BPM platforms are becoming a business transformation engine as vendors infuse their tools with powerful AI and automation capabilities. Read our review of top BPM products. Continue Reading
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Tip
17 Jan 2025
10 trends shaping the future of BPM in 2025
Business process management is evolving rapidly as advanced automation, software integration, process simulation and generative AI redefine the way business processes are managed. Continue Reading
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Definition
10 Oct 2025
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 before actively pursuing it. Continue Reading
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Definition
09 Oct 2025
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
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Definition
04 Sep 2025
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
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Definition
24 Jul 2025
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
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Definition
12 Jun 2025
What is a chief product officer (CPO)?
A chief product officer (CPO) is a C-level executive responsible for the overall product strategy, development, and performance within an organization. Continue Reading
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Definition
11 Jun 2025
What is an IT strategic plan (information technology strategic plan)?
An IT strategic plan is a document that details the comprehensive technology-enabled business management processes an organization uses to guide operations. Continue Reading
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Definition
09 May 2025
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
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Definition
08 May 2025
What is a change agent (agent of change)?
A change agent, or agent of change, is someone who promotes change and enables it to happen within any group or organization. Continue Reading
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Definition
23 Apr 2025
What is supply chain visibility and why is it important?
Supply chain visibility (SCV) is the ability to track parts, components, raw materials or products as they move from the manufacturer to the final destination. Continue Reading
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Definition
22 Apr 2025
What is business transformation?
Business transformation refers to fundamental changes in an organization’s operations, strategy or structure to improve efficiency, competitiveness and financial performance. Continue Reading
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Definition
18 Mar 2025
What is product as a service?
Product as a service (PaaS) is the concept of selling the services and outcomes a product can provide rather than the product itself. Continue Reading
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Definition
13 Mar 2025
What is quality of experience (QoE or QoX)?
Quality of experience (QoE or QoX) is a measure of the overall level of a customer's satisfaction and experience with a product or service and the vendor that's providing that product or service. Continue Reading
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Definition
22 Jan 2025
What is social networking and how does it work?
Social networks are websites and apps that allow users and organizations to connect, communicate, share information and form relationships. People can connect with families, friends, others in the same area, and those with the same interests. Continue Reading
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Tip
17 Jan 2025
10 trends shaping the future of BPM in 2025
Business process management is evolving rapidly as advanced automation, software integration, process simulation and generative AI redefine the way business processes are managed. Continue Reading
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Definition
08 Jan 2025
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
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Definition
17 Dec 2024
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
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Definition
02 Dec 2024
What is transformational leadership?
Transformational leadership is a leadership style that focuses on inspiring and motivating employees to innovate and find new ways to drive the organization's success. Continue Reading
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Definition
22 Oct 2024
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
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Definition
21 Oct 2024
What is Salesforce Wave Analytics (Salesforce CRM Analytics)?
Salesforce Wave Analytics, now known as CRM Analytics, is a business intelligence (BI) and analytics platform from Salesforce that provides native analytics, visual insights and predictions powered by artificial intelligence (AI) for Salesforce CRM to help businesses make better, data-driven decisions. Continue Reading
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News
27 Sep 2024
Hyperscalers' mass, AI role dominate partner ecosystems
Seemingly saturated, the massive partner networks of the top cloud vendors still attract service providers and often serve as their top ecosystems, according to a new survey. Continue Reading
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Definition
04 Sep 2024
What is business intelligence architecture (BI architecture)?
A business intelligence architecture is a framework for the various technologies an organization deploys to run business intelligence and analytics applications. Continue Reading
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Definition
27 Aug 2024
What is C-level (C-suite)?
C-level, also called the C-suite, is a term used to describe high-ranking executive titles in an organization. Continue Reading
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Definition
26 Aug 2024
What is an organizational goal?
Organizational goals are strategic objectives that a company's management establishes to outline expected outcomes and guide employees' efforts toward the achievement of those outcomes. Continue Reading
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Definition
23 Aug 2024
Project planning: What it is and 5 steps to create a plan
Project planning is a project management discipline that addresses how to complete a project in a certain time frame, usually with clearly defined stages, milestones and designated resources. Continue Reading
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Definition
14 Aug 2024
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
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Definition
05 Aug 2024
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
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Definition
25 Jul 2024
What is B2B2C (business-to-business-to-consumer)?
B2B2C (business-to-business-to-consumer) extends the B2B (business-to-business) model to include e-commerce for consumers. Continue Reading
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Definition
23 Jul 2024
What is a startup company?
A startup company is a newly formed business with particular momentum behind it based on perceived demand for its product or service. Continue Reading
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Definition
19 Jul 2024
What is an inbound call?
An inbound call is typically initiated by a customer to a call center or contact center. Continue Reading
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Feature
10 Jul 2024
Generative AI upskilling demands multiple methods, partners
Global IT consultancies take a multilayered approach to GenAI training by developing in-house programs, partnering with tech vendors and tapping online training platforms. Continue Reading
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Definition
03 Jun 2024
business plan
A business plan is a formal document that outlines a company's objectives, strategies and financial forecasts, serving as a comprehensive roadmap for business growth and development. Continue Reading
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Definition
31 May 2024
consignment inventory
Consignment inventory is a supply chain model where the supplier retains ownership of the products until they are sold by the retailer, reducing the financial risk for retailers and allowing suppliers to access broader markets. Continue Reading
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Opinion
02 May 2024
Kaseya Connect Global brings Partner First Pledge, new service
Kaseya's pledge to partners promises more pricing controls and a new subscription service that lets MSPs manage and secure their clients' environments at a lower cost. Continue Reading
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News
18 Apr 2024
Use of AI in business drives increase in consulting services
The slice of businesses using external providers for AI uptake is set to more than double, according to U.S. Census survey data. Industry leaders say that tracks with their outlook. Continue Reading
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Definition
19 Mar 2024
warehouse management system (WMS)
A warehouse management system (WMS) consists of software and processes that allow organizations to control and administer warehouse operations from the time goods or materials enter a warehouse until they move out. Continue Reading
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Definition
15 Mar 2024
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) is a broader and more generalized form of an SLA. Continue Reading
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News
11 Mar 2024
AWS partner competency asks for GenAI tech, business skills
The cloud provider's generative AI certification takes months to complete, involves numerous technical and operational demands, and requires four detailed customer case studies. Continue Reading
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News
05 Mar 2024
Digital transformation spending rides on CX, AI
Spending on digital transformation could get an increase this year from businesses seeking to improve customer experience and boost efficiency through automation and AI. Continue Reading
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Definition
27 Feb 2024
ABC classification
ABC classification is a ranking system for identifying and grouping items in terms of how useful they are for achieving business goals. Continue Reading
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Definition
13 Feb 2024
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
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News
13 Feb 2024
Integration of AI, legacy IT opens partner opportunities
Core in-house applications running on client-server systems and mainframes are candidates for a generative AI update, according to IT service provider executives. Continue Reading
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Definition
02 Feb 2024
OKRs (Objectives and Key Results)
OKRs (Objectives and Key Results) encourage companies to set, communicate and monitor organizational goals and results in an effective, transparent manner. Continue Reading
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News
23 Jan 2024
IT services market demands grow, complicating staffing
Gartner forecasts IT services spending will reach $2.1 trillion in 2027, nearly double 2021 spending. Service providers will pursue a mix of talent strategies to meet demand. Continue Reading
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Definition
17 Jan 2024
startup culture
A startup culture is a workplace environment that values creative problem-solving, open communication and a flat hierarchy. Continue Reading
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Tip
02 Jan 2024
16 BPM best practices to ensure project success
A BPM approach to transformation enables companies to continuously improve and reinvent their business processes, injecting innovation as they go. Learn how to do it right. Continue Reading
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Definition
21 Dec 2023
vendor-managed inventory (VMI)
Vendor-managed inventory (VMI) is an inventory management technique in which the supplier of goods, usually the manufacturer, is responsible for optimizing the inventory a distributor holds. Continue Reading
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Definition
15 Dec 2023
What is business process management? A guide to BPM
Business process management (BPM) is a structured approach to improving the processes organizations use to get work done, serve their customers and generate business value. Continue Reading
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Feature
14 Dec 2023
Technology outlook: Service providers cite four key trends
What's on tap for 2024? The partner ecosystem expects to help customers scale generative AI projects, work with smaller models and play a bigger role at the edge. Continue Reading
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Tip
05 Dec 2023
How to set business goals, step by step
Setting business goals that are detailed and come with deadlines motivates employees and keeps your company on track. Learn how to do it. Continue Reading
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Feature
01 Dec 2023
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
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News
01 Dec 2023
AWS partners look to GenAI, competencies, marketplace sales
This week's AWS re:Invent conference was notable for AI, industry-specific offerings and accelerators, but partners also pointed to specializations and online deal-making. Continue Reading
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Tip
21 Nov 2023
BPO vs. BPM: What is the difference?
BPO and BPM both aim to improve business processes. One is a management approach to optimizing end-to-end processes. The other is a strategy used to improve specific processes. Continue Reading
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Definition
24 Oct 2023
SSAE 16
The Statement on Standards for Attestation Engagements No. 16 (SSAE 16) is a set of auditing standards and guidance on using the standards, published by the Auditing Standards Board (ASB) of the American Institute of Certified Public Accountants (AICPA), for redefining and updating how service companies report on compliance controls. Continue Reading
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Definition
23 Oct 2023
advanced shipping notice (ASN)
An advanced shipping notice (ASN) is a document that provides detailed information about a pending delivery. Continue Reading
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News
26 Sep 2023
MSP shares details of Kaseya VSA ransomware attack, recovery
Progressive Computing was one of 60 victims of the Kaseya VSA ransomware attack in 2021. Now, a co-founder tells the story of discovery and recovery. Continue Reading
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News
31 Aug 2023
Google Cloud Next enlists partner ecosystem for AI push
Google Cloud Next rallied consultancies, systems integrators and other service provider partners to help customers effectively deploy generative AI in the enterprise. Continue Reading
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News
07 Aug 2023
Google Cloud partner ecosystem ramps up for generative AI
Companies such as 66degrees and Capgemini aim to build generative AI tools using Google's platforms, offering enterprise customers industry and process expertise. Continue Reading
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Definition
21 Jul 2023
value proposition
A value proposition is a statement that clearly identifies the benefits a company's products and services will deliver to its customers. Continue Reading
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Definition
21 Jul 2023
invitation to tender (ITT)
An invitation to tender (ITT) is a formal document that is issued by a company or an organization inviting suppliers or contractors to submit a bid for a project or service. Continue Reading
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News
19 Jul 2023
Microsoft partner ecosystem takes on AI boom, program shifts
Microsoft Inspire 2023 saw the company relaunch its partner program to address the expected boom in AI. Partners discuss technology developments and partner program changes. Continue Reading
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News
17 Jul 2023
AI, cloud trends shape next-gen managed services offerings
Service providers are launching new services, capabilities and delivery models to meet the needs of customers grappling with AI and complex cloud environments. Continue Reading
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Feature
28 Jun 2023
Partners make zero-trust assessment a core security service
Service providers have made zero-trust assessments a key part of their emerging zero-trust offerings. Those evaluations create a roadmap that guides the clients' security journey. Continue Reading
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Definition
20 Jun 2023
SMB (small and medium-sized business or small and midsize business)
SMB is an abbreviation for a small and medium-sized business, sometimes called a small and midsize business. Continue Reading
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Feature
19 Jun 2023
7 ways service providers drive lasting transformation success
Attention to people, process, organizational culture and reward systems preserve digital change over the long haul. Here are seven approaches to keep in mind. Continue Reading
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Definition
02 Jun 2023
Request for Offer (RFO)
A Request for Offer (RFO) is a document an organization issues to solicit bids or proposals from potential suppliers for goods or services. Continue Reading
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Definition
02 Jun 2023
letter of intent (LOI)
A letter of intent (LOI) is a written, nonbinding document that outlines an agreement in principle between two or more parties before a legal agreement is finalized. Continue Reading
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Feature
16 May 2023
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
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News
13 Mar 2023
Cloud cost management takes center stage
IT shops appear ready to focus on cloud costs amid inflation and economic uncertainty. Service providers expect clients to invest more in FinOps and optimization tools this year. Continue Reading
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Feature
08 Mar 2023
Health of digital transformation: Consulting firms list issues
Digital transformation can take too long and fail to deliver. Root causes include lack of focus, cultural barriers and technical challenges, according to IT services executives. Continue Reading
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News
27 Feb 2023
Ukrainian tech companies persist as war passes 1-year mark
Software and services companies are adding personnel and expanding their offerings, as venture funds invest in tech startups with an eye toward building 'Ukraine 2.0.' Continue Reading
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Definition
22 Feb 2023
operating model
An operating model is a visual representation of how an organization delivers value to its internal and external customers. Continue Reading
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News
30 Jan 2023
ServiceNow partner program ups standards, differentiation
Program participants believe the SaaS provider's updated program offers greater clarity around expectations and a path toward greater partner differentiation. Continue Reading
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News
10 Jan 2023
New year, new partner go-to-market strategy
The partner ecosystem continues to evolve as companies deal with emerging technologies and business models. Here's what SoftwareOne, Johnson Controls and IBM are pursuing. Continue Reading
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Definition
03 Jan 2023
IBM (International Business Machines Corporation)
IBM (International Business Machines Corporation) is a multinational technology company headquartered in Armonk, N.Y. Continue Reading
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News
02 Dec 2022
Top AWS cloud consultants earn 6-to-1 revenue multiplier
AWS ecosystem research suggests partners generate more services dollars when they invest in a broader portfolio of offerings; other partner developments at re:Invent. Continue Reading
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News
21 Nov 2022
MSP platforms show resiliency as valuations rise
Interest in managed services as an investment opportunity continues as larger private equity funds enter the market, seeking attractive here-and-now cash flows. Continue Reading
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News
14 Nov 2022
VMware partner ecosystem tapped to accelerate cloud projects
VMware is expanding ties with global systems integrators and other partners as it looks for resources to help customers ramp up the adoption of its cloud technology. Continue Reading
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News
17 Oct 2022
EY consulting bets on Nexus platform for rapid transformation
The Nexus platform seeks to help clients modernize IT and could fit into EY consulting's emergence as a separate entity; other service firms move to update customers' tech stacks. Continue Reading
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Definition
17 Oct 2022
barcode reader
A barcode reader, also called a price scanner or point-of-sale (POS) scanner, is a hand-held or stationary input device used to capture and read information contained in a barcode. Continue Reading
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News
03 Oct 2022
Channel partner programs evolve amid digital transformation
A series of channel partner program relaunches that will continue into early 2023 reflect a shift to business outcomes, varied business models and subscription-based selling. Continue Reading
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Definition
29 Sep 2022
distributor
A distributor is an intermediary entity between a producer of a product, or manufacturer, and a downstream entity in the distribution channel or supply chain. Continue Reading
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Feature
28 Sep 2022
New go-to-market strategy key to selling HPE GreenLake
Read about a trailblazing Canadian service provider's journey with the as-a-service hardware and software platform -- and the insights it gleaned along the way. Continue Reading
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News
01 Aug 2022
Will cloud, IT services prove recession-resistant businesses?
Partners expect demand for their offerings to endure through economic turbulence and, to some extent, because of the unsettling times; more IT channel news. Continue Reading
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Feature
12 Jul 2022
The benefits and drawbacks of co-creating innovation
Collaborating ecosystem partners can access a broader range of talent and accelerate time to market, but they must closely manage their relationships. Continue Reading
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Feature
29 Jun 2022
A guide to MSP patch management best practices
As software patch management challenges mount, industry experts offer advice to MSPs on prioritizing system risk levels, selecting proper tools and testing patches internally. Continue Reading
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News
20 Jun 2022
AWS partner ecosystem finds bigger deals in Marketplace
An economic analysis suggested channel companies benefit when they conduct transactions on the hyperscaler's online selling platform; more IT channel news. Continue Reading
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Opinion
17 Jun 2022
The cloud is changing the channel, and customers win
The Ingram Micro Cloud Summit called for channel partners to develop intellectual property around cloud offerings and emphasize customer success to boost retention. Continue Reading
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Feature
09 Jun 2022
Keeping pace with different types of manufacturing processes
It's horses for courses in the industrial sector as partners look to help various kinds of manufacturers run on the emerging technologies that track with their needs. Continue Reading
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Definition
13 May 2022
reinforcement theory
Reinforcement theory is a psychological principle suggesting that behaviors are shaped by their consequences, and that individual behaviors can be changed accordingly through reinforcement, punishment and extinction. Continue Reading
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Feature
09 May 2022
How MSPs can help in building resilience in supply chains
Channel partners have stepped in to try to address supply chain disruptions, but not all vendors feel MSPs, consultants and other partners have the solutions manufacturers need. Continue Reading
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News
09 May 2022
AWS partners get skills-building, co-selling investment
The cloud platform provider aims to address the challenging labor market, which it views as the primary obstacle to partner growth; other IT channel news. Continue Reading
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Definition
12 Apr 2022
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
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Definition
14 Mar 2022
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
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News
11 Mar 2022
Partner ecosystems build IP with Cisco, SAP
Channel companies collaborate with technology providers, creating differentiated offerings that address customer demand for business outcomes; other IT channel news. Continue Reading
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Feature
08 Mar 2022
Technology service providers enter a golden age
The good -- the digital transformation project is now a priority. The bad -- IT is short staffed, equipment is back-ordered and everyone is burnt out. Who will do the work? Continue Reading
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Feature
24 Feb 2022
Deloitte software engineering gets global boost
Recent acquisitions help the consultancy pursue 24/7 software sprints to meet customer demand for digitalization and faster product delivery cycles. Continue Reading
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Definition
22 Feb 2022
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
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Definition
15 Feb 2022
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
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Feature
14 Feb 2022
Keeping talent may call for apprenticeships, training
Service providers struggling with conventional employee hiring and retention approaches may need to pursue alternate routes, industry executives said. Continue Reading