Sales and marketing strategies
Read trend articles and tips on how to pursue development and training for sales. Learn how to train sales staff to take on the challenges of cloud and MSP sales.
Top Stories
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News
21 Jan 2022
Gartner: Global IT services market to grow 7.9%
Market research firm suggests MSPs and consultants will find the fastest-growing opportunities at the low and high ends of the $1.3 trillion market; other IT channel news. Continue Reading
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News
29 Oct 2021
MSP cybersecurity client conversations get easier
Convincing customers to invest in cybersecurity has become less like pulling teeth, according to MSP executives; other IT channel news. Continue Reading
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Guest Post
28 Oct 2021
What modern SMBs can teach managed service providers
As new SMBs lay the groundwork for their IT operations, cloud offerings will factor into many business owners' decisions. Find out what this means for MSPs. Continue Reading
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Feature
22 Sep 2021
Cisco routes to market expand amid cloud marketplace growth
Cisco cited a significant shift toward the cloud and a decline in reselling. However, the company said resellers will remain important to its sales approach. Continue Reading
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News
10 Sep 2021
Cisco partner program aims to cut complexity via portal
Cisco introduced a raft of changes to its Partner Experience Platform, its hub of channel resources launched last year; other IT channel news. Continue Reading
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Guest Post
04 Aug 2021
Explore a maturity model for inclusive workplace cultures
Dave Sobel speaks with Reframe CEO Jeffrey Bowman about creating inclusive workplaces. Reframe created a maturity model to help organizations measure their transformations. Continue Reading
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Feature
30 Jul 2021
How cloud consultants execute a product development strategy
Creating intellectual property can help partners meet soaring demand for cloud services, differentiate their offerings and boost their appeal to investors. Continue Reading
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Guest Post
19 Jul 2021
How IT services firms can push back on misinformation
IT services firms have increasingly put marketing dollars into digital advertising. But do they know which websites their ads appear on and, consequently, help fund? 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
25 Jun 2021
Selling professional services on cloud marketplaces
Partners say cloud sales platforms offer a way to find new customers, launch proofs of concept and seed bigger deals. Learn more about this emerging channel. 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
16 Jun 2021
4 tips for managing client relationships in a virtual world
With many businesses opting to rely on remote work technologies, channel partners need new strategies for managing client relationships. Continue Reading
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Guest Post
02 Jun 2021
MSPs can combine traditional, digital marketing tactics
MSP marketing strategies may benefit from tactics drawn from both traditional and digital marketing. MSP Radio's Dave Sobel explores this approach. Continue Reading
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Feature
21 May 2021
Top MSP marketing tools to generate leads
MSP marketing tools are a must-have for successful lead-gen efforts. Execs at Valiant Technology, SADA and Synoptek round up the products supporting their marketing strategies. Continue Reading
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Tip
18 May 2021
6 steps to create a contact center RFP
As CX leaders plan a contact center RFP, they should follow these six steps -- including conducting research and asking relevant questions -- to ensure a successful result. Continue Reading
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Guest Post
13 May 2021
Return-to-office debate sparks channel partner opportunity
After a year-plus of remote work, organizations have begun to mull their next steps: return to the office, stay remote or go hybrid? Here's how partners can help. Continue Reading
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News
11 May 2021
Big Blue talks $1B partner investment at IBM Think 2021
IBM's spending on its partner ecosystem includes new competencies, role-based guided learning, increased technical support and financial incentives to boost hybrid cloud business. Continue Reading
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News
07 May 2021
Dell channel partners adopt ecosystems, industry focus
Dell Technologies has updated its partnering strategy to focus on three trends, according to executives at Dell Technologies World; other IT channel news. Continue Reading
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News
06 May 2021
AWS Marketplace, partners get new leadership
AWS Marketplace's newly appointed general manager plans to broaden the digital catalog's offerings and focus on governance. Continue Reading
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Guest Post
05 May 2021
How to craft client-friendly MSP websites
MSPs' company websites are often a missed opportunity to connect with customers. Here are tips on how to market an MSP online using language your clients will understand. Continue Reading
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Guest Post
24 Mar 2021
New tool helps IT vendors assess their channel readiness
Channel partners, do your tech vendors need a more productive channel strategy? A new tool from CompTIA's Channel Development Advisory Council can help. Continue Reading
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Guest Post
18 Mar 2021
Yes, managed IT services can be offered via e-commerce
Not all MSPs believe using e-commerce is a good fit for their businesses. Dave Sobel argues the merits of adding an e-commerce option to existing sales and marketing methods. Continue Reading
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Guest Post
05 Mar 2021
MSPs can't ignore the e-commerce trend
E-commerce has made it possible to buy practically anything online, but MSPs have shied away from this sales and marketing strategy. Dave Sobel says it's time to embrace the trend. Continue Reading
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Feature
23 Dec 2020
Managed IT services market to grow more competitive in 2021
Kaseya Corp. predicts multiple opportunities for MSPs to expand their businesses next year, but it also points to a backdrop of uncertainty and intensifying competition. 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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Feature
16 Nov 2020
6 tips for channel partner sales, marketing in turbulent times
The pandemic introduced a new set of challenges for channel partner sales and marketing. Here are six tips for how to better navigate today's complex business environment. Continue Reading
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News
13 Nov 2020
MSP sales, business plan key to 2021 success
Heading into 2021, IT service providers should put more than their usual attention on sales and business planning, according to speakers at IT Nation Connect; more news. 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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Guest Post
06 Nov 2020
How would a K-shaped economic recovery affect MSPs?
Dave Sobel explains how MSPs should be prepared economically and socially for a K-shaped recovery that economists see happening due to the continuing COVID-19 pandemic. Continue Reading
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News
28 Oct 2020
Cisco Partner Summit 2020 emphasizes services, adoption, APIs
The digital edition of Cisco's annual partner event asked channel companies to focus on the customer lifecycle and develop more customized offerings on top of Cisco technology. Continue Reading
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Guest Post
23 Oct 2020
Why 'channel' is a confusing term for MSPs and what to use
Instead of using 'channel,' for marketing, Dave Sobel thinks that solutions providers should consider 'ecosystem,' as channel is too often linked to transactional partners. Continue Reading
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News
21 Oct 2020
MSPs grapple with managed cybersecurity services challenges
At ConnectWise's IT Nation Secure event, speakers addressed the real-world cybersecurity issues facing managed service providers and small business customers. Continue Reading
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News
20 Oct 2020
Gartner IT services forecast pegs 2021 growth at 4.1%
Gartner predicts a 4.1% uptick in IT services spending in 2021. The market research firm pointed to digital business projects as a driver behind the spending. Continue Reading
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Opinion
14 Oct 2020
6 popular managed services pricing models
Popular pricing models for managed service providers include monitoring only, per device, per user, all you can eat, a la carte and the tiered pricing model. Continue Reading
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Tip
12 Oct 2020
4 MSP pricing strategies for clients facing financial deficits
When managed IT services customers face revenue shortfalls, MSPs don't have to respond by offering discounts and taking a loss. Consider these MSP pricing options first. Continue Reading
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News
30 Sep 2020
Managed services model enters 'new era'
The MSPWorld 2020 event points to an industry that's finding itself in the spotlight as MSPs see greater attention from customers, investors and government regulators. Continue Reading
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Blog Post
28 Aug 2020
Kaseya offers price break on MSP peer group membership
Service providers new to MSP peer groups are getting a price cut from Kaseya, an IT business management platform provider. Kaseya is partnering with TruMethods, an MSP training and software ... Continue Reading
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Feature
28 Aug 2020
Top virtual selling, consulting tips from IT channel firms
Even after the pandemic recedes, channel partners predict virtual selling to remain a piece of overall sales strategies. Use these tips to hone your remote sales approach. Continue Reading
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News
07 Aug 2020
Accelerated digital transformation opens partner opportunities
The pandemic has catapulted channel partners and their customers into a new mindset about digital transformation and how technology is adopted and used; other news from the week. Continue Reading
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Tip
31 Jul 2020
Tips for successful virtual sales and consulting meetings
Channel partners should learn to make the most of virtual sales and consulting meetings. Scott Ford of Pronesis Technology Group offers advice on tactics that work. Continue Reading
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News
22 Jul 2020
Microsoft identifies digital transformation opportunities
For Microsoft, digital transformation provides a large, growing market for its partner ecosystem. Specific opportunities include cloud migration, AI and virtual desktops. Continue Reading
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Feature
16 Jul 2020
A disconnect between MSPs and cloud: The cloud opportunity
MSPs are missing a profitable opportunity by offering cloud services beyond just email to SMBs that are struggling to get cloud offerings elsewhere. Continue Reading
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Feature
09 Jul 2020
Which MSP marketing tactics have the best results?
Reaching prospects and converting them into clients is a process involving some trial and error. Here's advice on finding the right marketing tactics for your MSP. Continue Reading
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Tip
07 Jul 2020
3 tips for marketing and selling MSP cybersecurity to SMBs
The growing demand for MSP cybersecurity services makes it more important to know how to effectively market and sell your offerings. Here are three ways to improve your approach. Continue Reading
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Feature
26 Jun 2020
The only MSP marketing and sales advice you need to hear
To succeed at MSP marketing and sales is actually quite simple, Dave Sobel contends. He explains the best way to handle MSP marketing and sales. Continue Reading
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Feature
12 May 2020
Windward Consulting accelerates managed services
Windward Consulting wasn't initially enthused with managed services, but now the company is adding MSP offerings around platforms such as ServiceNow, Splunk, IBM and Moogsoft. Continue Reading
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Feature
06 May 2020
Data, not opinion, should drive MSP best practices
Dave Sobel breaks down why business leaders must use data instead of personal opinion to guide their business decisions and shares best practices for data-driven decision-making. Continue Reading
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News
15 Apr 2020
SADA, Google partner on disease surveillance system
An infectious disease surveillance portal incorporates a mapping application from SADA Systems and visualization technology from Google's recent Looker acquisition. Continue Reading
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Feature
15 Apr 2020
Consulting travel, event cutbacks portend industry shift
IT service firms, from consultancies to MSPs, all face travel restrictions due to COVID-19. The present limitations, however, might have lasting effects on how business gets done. Continue Reading
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Opinion
07 Apr 2020
How MSPs can overcome clients' cybersecurity fatigue
Cybersecurity fatigue can cause SMBs to avoid discussions about protecting their businesses. Net Sciences' Joshua Liberman explains how he changed his approach to selling security. Continue Reading
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Feature
30 Mar 2020
Rookie MSP marketing mistakes and how to fix them
Marketing is a stumbling block for most MSPs. Use these tips to resolve a range of problems involving company websites, marketing plans and advertising investments. Continue Reading
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News
12 Mar 2020
Channel execs say coronavirus spurs remote work technology
Managed service providers, resellers and other partners are experiencing rising demand for advisory and implementation services as customers pursue remote work tools. Continue Reading
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News
28 Feb 2020
HP channel partners to see new program in spring 2020
The new program will align HP channel partners with the company's pivot to outcome-based and data-driven customer engagements, according to HP's chief commercial officer. Continue Reading
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Feature
28 Feb 2020
HPE channel partners grapple with shift to consultative sales
Hewlett Packard Enterprise seeks to align its channel partners with consultative sales strategies as the vendor looks to expand sales for GreenLake consumption-based offerings. Continue Reading
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Feature
26 Feb 2020
Top tips for providing co-managed IT services
Co-managed IT services give MSPs an opportunity to partner with the internal IT staff of their clients. Get insight into how to successfully implement a CoMITS offering. Continue Reading
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News
10 Jan 2020
Dell Technologies partners tap into cross-selling strategy
Dell Technologies said its channel partners are realizing the benefits of cross-selling from its portfolio of products and strategically aligned businesses; other news from the week. Continue Reading
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News
06 Dec 2019
Intel partner marketplace to drive ecosystem collaboration
Intel aims to make partner-to-partner collaboration easier with the launch of its Solutions Marketplace; other IT channel news from the week. 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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Feature
18 Sep 2019
SD-WAN demo lab lets partner's clients try before they buy
As the SD-WAN market heats up, MNJ Technologies has launched a demo lab that includes technology from vendors such as Cisco, Fortinet, Oracle and Silver Peak. Continue Reading
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News
09 Aug 2019
Rackspace partners get sales tool; Workplace by Facebook taps channel
A Rackspace tool for speeding up the cloud sales process is now available, while MNJ Technologies has become a Workplace by Facebook reseller; more news from the week. Continue Reading
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News
30 Jul 2019
Cisco partners get digital marketing support
A Cisco marketing program is getting a new look as the vendor refreshes its partner marketing training and rolls out a new comarketing service focused on digital campaigns. Continue Reading
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Feature
12 Jun 2019
Machine learning consultants explore use cases
Machine learning consultants and developers are among the IT channel partners discovering AI-driven business opportunities across a range of vertical markets. Continue Reading
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Feature
30 Apr 2019
ITSM software market: Insight for channel partners
Need advice on how to approach the IT service management market? This article aims to help channel firms refine their strategies around ITSM technology. Continue Reading
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Feature
29 Apr 2019
Green House Data on becoming a Microsoft Azure Expert MSP
The task of becoming a Microsoft Azure Expert MSP, under a Microsoft partner program launched in 2018, is rigorous and time-consuming. Just ask Green House Data. Continue Reading
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Feature
28 Mar 2019
Managed services companies upbeat despite economic signals
At MSPWorld, managed services executives expressed guarded optimism regarding MSP market prospects and growth potential, despite some economic concerns. Continue Reading
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Feature
21 Feb 2019
How to succeed at managed services marketing
The marketing formula at service provider DynTek includes executive briefings, messaging around innovation and transformation, and a blend of traditional and digital techniques. Continue Reading
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News
13 Feb 2019
IBM sales strategy enlists users as product partners
Big Blue's decision to revert to an old IBM sales strategy -- selling products and co-creating packages with users -- could better position the company in hybrid cloud and AI markets. Continue Reading
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Tip
14 Dec 2018
7 channel marketing strategy tips for 21st-century success
Channel companies need to develop a marketing strategy that goes beyond word of mouth and vendors' programs. Those alone just don't cut it these days. Continue Reading
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Answer
05 Dec 2018
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
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News
15 Nov 2018
Are you customer experienced? New Cisco specialization on tap
Channel partners will get a new Cisco specialization next year that focuses on customer experience and will eventually supersede Cisco's Lifecycle Advisor program. Continue Reading
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Blog Post
13 Nov 2018
Three highlights of IT Nation Connect 2018
Last week's IT Nation Connect event, ConnectWise's annual users conference, held in Orlando, Fla., hit on a few of the core trends that channel partners grapple with today. Trends included the need ... Continue Reading
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Feature
21 Sep 2018
Marketing for MSPs: How to target SMB customers
When it comes to targeting SMBs, partners often trip up in their sales and marketing efforts. Channel experts discuss sales and marketing for MSP businesses and the common mistakes. Continue Reading
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News
07 Sep 2018
Kabbage: Line-of-credit product can boost channel margins
Kabbage financing is now available as a product that channel partners can offer their small-business customers, which can use the Kabbage line of credit for any product or service. Continue Reading
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News
29 Aug 2018
Add web content personalization to your marketing strategy
Josh Mueller, global head of marketing at Dun & Bradstreet, talks about how quality data drives innovative marketing solutions such as web content personalization and AI chatbots. Continue Reading
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Opinion
21 Aug 2018
CDO role: What's keeping chief data officers up at night?
Get to know your clients' CDOs: Their challenges include building a strong data foundation, getting the most out of data investments, transforming talent and migrating legacy data. Continue Reading
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Feature
25 Jul 2018
White-label cloud marketplaces become valuable tool for MSPs
MSPs are tapping cloud-based commerce platforms to bolster sales and marketing. Find out about using white-label cloud marketplaces and popular online shops run by AWS and Google. Continue Reading
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News
20 Jun 2018
DattoCon 2018: Focus on MSPs poised for SMB growth
The MSP industry has good prospects for growth in the SMB space as company valuations increase, but the firms with the greatest focus are more likely to reap the rewards. Continue Reading
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Feature
23 Apr 2018
Unified communications as a service: The next generation
New-look UCaaS solutions are opening opportunities for channel partners that can navigate differing customer needs, regulatory environments and the security landscape. Continue Reading
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News
28 Mar 2018
IBM marketing strategy to better educate SMBs on new offerings
After a bold transformation, many small and medium-sized businesses have yet to wrap their heads around what IBM offers today. The IBM marketing strategy will soon address that. 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
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
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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Feature
08 Dec 2017
Container consulting: Channel can help deploy technology
Channel partners may find new business opportunities in container consulting as customers grapple with container adoption and how to achieve competitive advantage. Continue Reading
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Blog Post
08 Dec 2017
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
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News
24 Oct 2017
Channel firms benefit from Docker MTA strategy
The Modernize Traditional Applications program, unveiled at DockerCon 2017, is seeing traction among customers interested in adopting container technology, Docker partners said. 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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News
14 Jul 2017
Kaseya intros quick paths to adding managed services offerings
Kaseya said its Powered Services offerings can help MSPs quickly expand their portfolios to include security and network management services; other news from the week. Continue Reading
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Blog Post
30 May 2017
Cisco global certification program seeks simplicity
Cisco global certification has a new look with the launch of the Global Gold program, which aims to simplify how partners support multinational customers. 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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News
14 Apr 2017
Avant: Sales enablement tools a 'must-have' for next-gen tech
Technology distributor Avant updated its sales enablement application, BattleApp, with more support for channel sales activities; other news from the week. Continue Reading
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News
04 Nov 2016
Cisco collaboration tools: Partners can offer clients new pricing
Cisco discussed a new per-user, per-month pricing approach for its cloud-based and on-premises collaboration services and products at the company's partner summit. Continue Reading
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News
02 Nov 2016
Cisco IoT strategy for partners: Sell to line-of-business buyers
Cisco executives speaking at the company's partner summit advised channel companies to get familiar with enterprise operational technology buyers when selling IoT offerings. 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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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
11 Mar 2016
Intermedia launches free marketing automation platform for partners
Intermedia arms partners with a free marketing automation platform and new Intermedia University courses to boost sales; more IT channel news from the week. Continue Reading
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Photo Story
23 Feb 2016
UC technology: Tips for channel partners
In this Tech Buyer Snapshot installment, we examine purchasing priorities for unified communications technology. UC expert Stephen Tong weighs in. Continue Reading
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News
23 Oct 2015
MSPWorld 2015 spotlights MSP sales craft
What makes a good MSP salesperson? How should you compensate sales staff? Execs tackled these and other MSP sales-related questions at MSPWorld this week; plus, more channel news. 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
19 Aug 2015
Cloud-based CRM enters new territory for Salesforce partners
Channel partners are pursuing increasingly sophisticated Salesforce implementation projects, helping customers integrate and optimize complex systems. Continue Reading