MSP sales and marketing
Features on marketing managed services, pursuing vertical market segments, co-selling with partners and keeping the sales pipeline stocked.
Top Stories
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Feature
24 Mar 2026
10 marketing trends to watch now
Marketing trends continue to shift as AI, social commerce, creator partnerships and data-driven personalization reshape how brands reach and engage customers. Continue Reading
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Feature
11 Sep 2025
Geography, skills drive IT Services M&A for Presidio, Accenture
Presidio has acquired transACT Technology Solutions, a digital transformation specialist based in the United Kingdom, while Accenture purchased IAMConcepts in Canada. Continue Reading
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Definition
02 Mar 2022
vertical market
A vertical market is made up of companies that offer goods and services to meet the needs of customers in a specific industry or niche market. Continue Reading
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Feature
28 Oct 2021
State and local government technology revs digital services
Agencies, in a bid to quickly roll out citizen services, rely on a combination of chatbots, upgraded networks, no-code/low-code technology and cloud computing. Continue Reading
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Feature
30 Sep 2021
Education technology market seeks stability in hybrid model
Channel partners said schools now have a chance to revisit hastily created remote learning systems as they take a longer-term, enterprise view of cloud and security. Continue Reading
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Definition
24 Sep 2021
solution selling
Solution selling refers to the philosophy or practice of uncovering a customer's pain points and then providing products and services that address the underlying business problem. Continue Reading
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Feature
19 Jul 2021
Does the Microsoft partner ecosystem follow the 80/20 rule?
Partner Elevate director Desmond Russell believes Microsoft's channel strategy underserves the bulk of its partners. Here's how Microsoft could better support its channel ecosystem. Continue Reading
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Feature
18 Jun 2021
In-house vs. outsourced marketing for MSPs
Content marketing has emerged as an effective strategy for MSPs, but it can get tricky when deciding if in-house or outsourced talent should create these marketing materials. Continue Reading
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Tip
18 Mar 2021
Federal technology upgrade could see security, SaaS outlay
Channel partners expect major shifts in the government's technology priorities. Find out which IT trends are poised to shape spending in the coming years. Continue Reading
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Feature
22 Feb 2021
MSP buyers weigh M&A integration vs. independence
MSP M&A activity is surging as investment dollars flow into the sector. How buyers handle the post-acquisition environment will determine whether the combination succeeds. Continue Reading
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News
15 Jan 2021
Deloitte: Life sciences vertical taps cloud for R&D
The life sciences vertical has begun to fully embrace cloud computing, spurred on in part because of the COVID-19 pandemic, according to Deloitte research; other IT channel news. Continue Reading
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Feature
14 Dec 2020
Vertical marketing strategies shouldn't dismiss QSR, retail
The pandemic has pummeled restaurants and retailers, but service providers could still find opportunities in areas ranging from contactless technology to virtual reality. Continue Reading
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News
04 Dec 2020
MSP M&A activity surges with more deals on tap for 2021
A recent frenzy of IT consultant and MSP M&A activity saw companies such as Logically, Sysnet, West Monroe and Deloitte expanding their capabilities; other IT channel news. Continue Reading
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Feature
18 Nov 2020
MSP onboarding checklist: Top tips for developing a process
Establishing and standardizing an onboarding process can help ensure your client relationships begin strong. Experts share tips on how to develop an MSP onboarding checklist. Continue Reading
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Feature
12 Nov 2020
5 tips for building a successful MSP marketing strategy
MSPs need to develop a marketing strategy if they hope to grow beyond the startup stage. Industry executives share their views on everything to include in a marketing approach. Continue Reading
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Feature
11 Nov 2020
Key concepts of the MSP sales process
To grow a managed service provider business, companies must develop a consistent MSP sales process. Use these tips to build a strong sales arm for your business. Continue Reading
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Feature
14 Oct 2020
Channel partners help solve retail industry challenges
Retailers are exploring a range of IT strategies to overcome pressures caused by the pandemic and fierce online competition. Find out how channel partners can help. Continue Reading
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News
24 Jul 2020
Microsoft vertical strategy linked to SIs, ISVs
As Microsoft continues to push into vertical markets, the company wants to incorporate ISVs and systems integrators into its strategy; other news from the week. Continue Reading
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Feature
22 Apr 2020
Accenture: Industrial digital transformation needs leaders
Leadership and execution are the keys to overcoming the potential pitfalls of industrial digitization, a process that redundant technology can hinder. Continue Reading
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Feature
30 Sep 2019
PDU-UPS evolves slowly, offers partners modularity
Data center power infrastructure may not be the epicenter of IT innovation, but channel partners see vendors providing modularity, customization options and redundancy features. Continue Reading
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Feature
26 Sep 2019
Sales verticals and how MSPs can target them
Selling to vertical markets can seem like a daunting prospect for managed service providers. Read on for six tips to get you started on a vertical sales journey. Continue Reading
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Blog Post
12 Mar 2019
HPE Partner Ready highlights solution architect role in channel sales
Hewlett Packard Enterprise has rolled out a new technical enablement resource that targets HPE partner solution architects. The Tech Pro Community, launched globally today, aims to connect solution ... Continue Reading
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Definition
13 Sep 2018
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
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Feature
29 Sep 2017
Federal IT budget: Look for security, cloud spending in 2018
Industry executives cited an uptick in federal IT procurement activity during the government's fiscal fourth quarter and expected FY 2018 to feature security and cloud investments. 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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Blog Post
12 Feb 2016
Benefits of cloud: Channel partners should note the changing patterns
A new Clutch report shows that IT professionals view efficiency and security as the top cloud computing benefits, a marked departure from years ago when security was a barrier. 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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Opinion
12 Sep 2014
Technology advertisements that cross ethical, legal lines
It's hard to tell fact from fiction in technology advertisements, says technology and security consultant Kevin McDonald. These irresponsible claims about a product's compliance or security capabilities can have ethical and legal consequences. Continue Reading
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News
02 Jan 2011
'Captain America' tops list of geek movies to watch in 2011
IT and comic book geeks pick their most anticipated movies for the upcoming year. Continue Reading