Vendor relationship management
News and feature stories on vendor relationship management best practices. Learn how to manage vendor relationships and take advantage of market development funds, vendor discount programs and sales performance incentive funds.
Top Stories
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Feature
02 Dec 2021
4 key managed services trends to watch in 2022
Service providers should prepare to navigate industry consolidation, an uneven vertical market landscape, rising digital transformation demand and new partnering models. 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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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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News
09 Jul 2021
Kaseya ransomware attack underlines vendor accountability
The Kaseya VSA breach may prove a major turning point for MSPs' relationships with their IT services software vendors; other IT channel news. Continue Reading
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Guest Post
28 Jun 2021
IT services firms shoulder undue amount of security risk
A steady stream of major security breaches hasn't persuaded businesses to change their ways. IT services firms, meanwhile, continue to assume an inordinate amount of risk. Continue Reading
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Feature
09 Jun 2021
Accenture: Channel partner ecosystem taps cloud, innovation
Times have changed for channel partners. Companies today drive most business through cloud providers and seek to co-innovate industry-specific offerings with technology partners. 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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Feature
12 Feb 2021
Channel relationships shift as cloud storage expands
As MSPs look to harness the advantages of cloud storage, they must also articulate the value they provide and enter into a regimen of nonstop training and certification. Continue Reading
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Tip
20 Nov 2020
5 steps to build partnerships with IT distribution companies
Channel partners' relationships with IT distribution companies should be about more than ordering tech parts. Find out how to get the most value out of distributor relationships. Continue Reading
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Guest Post
20 Oct 2020
Use an outcome-based relationship model to manage IT vendors
Company IT leaders shouldn't need to spend their time micromanaging IT vendors, which is where implementing an outcome-based relationship model comes into play. Continue Reading
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Guest Post
01 Oct 2020
Why MSPs should care about Microsoft 365 Lighthouse
With Microsoft announcing its new RMM tool, Dave Sobel breaks down how this affects IT channel companies and how they could respond to ensure their business stays ahead of Microsoft. Continue Reading
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Infographic
30 Sep 2020
Tips to counter sales tactics thru server refresh lifecycle
See what you can do throughout the server lifecycle to counter the sales strategies of hardware vendors competing for customer dollars in a cutthroat market. Continue Reading
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Infographic
28 Sep 2020
9 steps to better IBM ELA negotiation results
Get a leg up on your next IBM enterprise licensing agreement or renewal. Following these nine steps will help prepare you to meet Big Blue across the negotiation table. Continue Reading
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Answer
03 Sep 2020
Is third-party threat a viable server maintenance contract tactic?
When negotiating server hardware and maintenance agreements with vendors, server customers can threaten to go elsewhere. But how effective is that tactic? Continue Reading
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Answer
02 Sep 2020
What is a top barrier to fruitful server refresh cycle negotiations?
Successfully countering server vendor sales tactics requires forecasting hardware and maintenance needs. Lacking a solid, consolidated forecast can be a recipe for failure. Continue Reading
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Tip
01 Sep 2020
Best practices for better server lifecycle management deals
A buyer's playbook with granular forecasts of server refresh, upgrade, maintenance and precedent discount details strengthens your negotiation position with your server supplier. Continue Reading
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Tip
24 Aug 2020
Actual sales tactics vendors use during server refresh lifecycle
See specific examples of the strategies server vendors use in order to better prepare for sales pitches throughout the five stages of the server renewal and refresh lifecycle. Continue Reading
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Tip
14 Aug 2020
How 5 stages of server lifecycle influence vendor sales tactics
Learn about sales tactics that server suppliers like Dell EMC, HPE, Lenovo, IBM and Cisco use to try to win back market share from white box suppliers and how those affect you. Continue Reading
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Guest Post
13 Aug 2020
Creating MSP solution stacks that don't have gaps or overlap
Dave Sobel reviews four methods for how managed service providers can effectively integrate vendor products into their offerings, providing a more complete solution for their customers. Continue Reading
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Feature
30 Jul 2020
How to transform your existing MSP and be more competitive
We know what a brand-new MSP needs to get off the ground today, but Dave looks at what an existing managed service provider needs to adapt and succeed. 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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News
21 Jul 2020
Microsoft Inspire 2020 sets partner agenda
Microsoft addresses 'digital first responders,' while citing cloud computing, remote work and purpose-driven digital transformation at virtual Inspire 2020. Continue Reading
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Tip
05 Jun 2020
Controlling IBM licensing agreement narrative key to success
Take control of the information narrative and unify your messaging strategy through a cross-functional negotiation team for best-in-class enterprise license agreement renewals. Continue Reading
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Tip
29 May 2020
Assess risk, forecast for IBM software licensing agreement success
When it's license renewal time, ClearEdge Partners recommends taking stock of the licenses you already have and determining how to allocate spending across your IBM ELA. Continue Reading
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Tip
26 May 2020
Insight into Big Blue key to better IBM ELA renewals
Before negotiating a renewal of your IBM enterprise license agreement, get to know Big Blue's sales strategy and which factors influence its deal-making process. Continue Reading
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Tip
22 May 2020
Successful IBM ELA renewal negotiations require preparation
Start planning early, follow a realistic timeline and know your enterprise license agreement options inside and out as you gear up for ELA negotiations with IBM. Continue Reading
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Feature
31 Mar 2020
How channel partners navigate the security vendor landscape
Channel firms, whether new to or experienced with cybersecurity, must avoid numerous pitfalls when purchasing security products. Read these tips for selecting the best technology. Continue Reading
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News
07 Feb 2020
Dell Technologies partner updates for FY21 focus on simplicity
Heading into a new fiscal year, Dell Technologies rolled out nondisruptive changes to its three-year-old channel program. The company also highlighted a streamlined GTM strategy. Continue Reading
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News
22 Nov 2019
ESG defines vendor relationship strategies for channel firms
A report by Enterprise Strategy Group identifies what MSPs should seek in their cloud vendor relationships. The report warns that some alliances can undermine key business goals. Continue Reading
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Feature
23 Oct 2019
Channel partner account manager role is due for a refresh
As change continues to sweep through the IT industry and channel ecosystem, vendors need to evolve the functions of partner account managers to keep up with the times. Continue Reading
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Feature
12 Sep 2019
How to vet vendors' cybersecurity tools for MSP practices
Building a cybersecurity stack can mean assessing dozens of vendors. An effective vetting process can help partners avoid missteps in their search for security products. Continue Reading
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Blog Post
30 Aug 2019
Rethinking channel partner programs in 2019 and beyond
As IT vendors struggle to modernize their channel partner programs, partner firms of all types should be actively weighing in. That's according to speakers at CompTIA Inc.'s ChannelCon conference, ... Continue Reading
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Feature
15 Aug 2019
Channel strategy glossary: Terms of the trade
Every tech field has its own terminology and the same holds true for the IT channel. Learn more about channel partner program vocabulary in this glossary. Continue Reading
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News
11 Jul 2019
Microsoft Partner Network licensing changes put channel on alert
Some MPN members question Microsoft IUR policy changes, but other channel execs see the product licensing shift as business as usual in the reseller and service provider space. Continue Reading
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Feature
28 Jun 2019
Asigra calls out the perils of cloud brokerage model
Cloud backup vendor Asigra shed light on the negative aspects of brokering cloud services. Find out about three potential business issues inherent in the brokerage model. Continue Reading
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News
12 Apr 2019
Google cloud partners cite Anthos as key Next '19 technology
Partners said the new Anthos technology is a game changer and gives Google a competitive edge over its public cloud rivals; other channel news from the week. Continue Reading
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Blog Post
13 Feb 2019
2019 IBM partner program bolsters ecosystem approach
IBM is doubling down on its channel ecosystem strategy this week with a raft of partner program updates. The IBM ecosystem strategy was launched last year to engage a broad range of partner ... Continue Reading
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Feature
29 Jan 2019
How an MSP enlisted Webroot for ransomware prevention
Platte River Networks is using Webroot technology, which includes endpoint protection software and a phishing simulator, to shield its clients from ransomware. Continue Reading
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News
12 Oct 2018
Hardware makers discuss tariff effects at channel event
Hardware vendors aim to mitigate the effects of the Trump administration's tariffs on imported Chinese goods, using such strategies as tariff engineering. Continue Reading
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News
22 Jun 2018
DattoCon 2018: New storage features, development schedule
Datto partner companies got a slew of new data protection features, a cloud storage product beta and updates on business management software at the recent DattoCon event. Continue Reading
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Feature
30 Apr 2018
ERP-EDI integration: Partners rely on speed, flexibility
BAASS Business Solutions is partnering with trading partner connectivity specialist TrueCommerce to support customers who need core ERP-EDI integration. 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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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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Feature
29 Jan 2014
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
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Tip
21 Aug 2013
How to become a Microsoft partner, and Microsoft Partner Network details
Find out how to become a Microsoft partner in this description of the MPN, which includes changes to the program effective in January 2014. Continue Reading
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News
14 Sep 2010
Oracle-Sun convergence: What VARs need to know about the acquisition
Here's what VARs need to know about the Sun-Oracle deal that will eventually affect Java, open source software development, Solaris, enterprise applications, middleware and hardware businesses. Continue Reading
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Feature
25 Sep 2008
What are the 3 core deliverables of basic MSP offerings?
Developing an efficient managed services offering is essential to building loyal clientele. Learn about the three core deliverables that comprise a managed services offering. Continue Reading