Vertical Market Sales Strategy
News and analysis on vertical markets in information technology, with a focus on IT channel companies. Learn how to a apply vertical market sales strategy in sectors such as government, education, financial services and healthcare.
Top Stories
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Conference Coverage
21 Jul 2022
Microsoft Inspire 2022 news and conference guide
Microsoft will explain its partner program evolution and unveil upcoming priorities at its annual partner conference. Read on for news from Microsoft Inspire 2022. Continue Reading
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Feature
01 Mar 2022
Cloud for industry sectors calls for co-innovation
The verticalization of cloud computing will hinge on alliances in which service providers, hyperscalers and customers collaborate on industry-specific platforms. Continue Reading
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Feature
18 Jan 2023
Service providers explore 2023 technology trends
The uncertain economy influences the technology developments service providers expect to see in 2023, with customers likely to optimize and integrate existing assets. 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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Feature
14 Dec 2022
Cybersecurity outlook 2023: Consultants cite 6 trends
IT services executives predicted greater focus on user training and protection, supply chain security and machine learning. And digital transformation could spark zero-trust projects. Continue Reading
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News
05 Dec 2022
Ukrainian software developers deal with power outages
IT services providers use a mix of diesel generators, portable power stations, Starlink and creative work scheduling to press on when the power is off. Continue Reading
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Feature
05 Dec 2022
8 IT services industry trends to watch in 2023
Economic uncertainty complicates the business outlook for professional services firms MSPs. The environment could reinforce cloud projects but curtail large-scale transformation. 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
07 Nov 2022
Cloud economy cools, but IT services deals continue
Cautious customer spending is slowing the growth of the broader cloud market. But IT service providers continue to pursue M&A for scale and skillsets. Continue Reading
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News
31 Oct 2022
Capital One machine learning report points to partnering
A study of data management decision-makers suggests collaboration will play an important role in evolving enterprise machine learning, but a partner's proven experience will be key. Continue Reading
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News
25 Oct 2022
IT services market size set to grow 7.9% in 2023
CIOs next year are likely to summon service providers, once more, into the breach as they look to overcome the skills gap and accelerate digital transformation. 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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News
12 Oct 2022
Partners bet on tools for accelerated digital transformation
Propriety tools for fast-tracking change are sweeping the industry, with offerings from professional services giants such as Accenture and Deloitte to specialized consultancies. Continue Reading
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Guest Post
11 Oct 2022
Pliancy shuns MSP label, grows $30M business
The managed services business model may be an investor favorite at the moment, but Marcus Olson has avoided that term, emphasizing a consultative approach instead. 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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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
26 Sep 2022
Slack, Workday build partner ecosystems for industry clouds
Cloud providers are tapping consultants and integrators -- and their vertical market knowledge -- to spark digital transformation through industry-specific cloud offerings. Continue Reading
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News
19 Sep 2022
MSP software landscape shifts amid consolidation, new tools
An evolving MSP software market offers service providers wider choices for running their businesses. Will they embrace platform consolidation or consider other options? Continue Reading
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Feature
15 Sep 2022
Channel partners explore RPA for MSP, client use cases
MSPs can tap robotic process automation for a multitude of applications, but they must consider the challenges of change management and multi-vendor environments. Continue Reading
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Feature
12 Sep 2022
3 essential aspects of MSP automation
Tools such as robotic process automation and cloud-based services help service providers relieve employees of mundane work, but adopters must navigate deployment challenges. Continue Reading
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News
12 Sep 2022
Cloud consultants attract investors, grow revenue
Money keeps pouring into the cloud consulting and professional services market as industry executives cite steady demand for their services in an uncertain economy. Continue Reading
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Guest Post
09 Sep 2022
Framing cybersecurity as a tax on businesses
MSPs struggling to sell cybersecurity might consider positioning such offerings as a necessary expense akin to taxes -- and acknowledge clients would prefer to invest elsewhere. Continue Reading
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News
29 Aug 2022
Change ahead for VMware partners amid ecosystem revamp
The virtualization company's channel allies can expect new business models, metrics and specializations -- along with a new owner in chipmaker Broadcom. Continue Reading
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Feature
12 Aug 2022
Atlassian partners cite cloud migration, ITSM growth
The software company offers a range of partner opportunities as it pursues digital transformation and transitions from server products to cloud-based offerings. Continue Reading
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News
08 Aug 2022
Partner ecosystem economy bucks market turbulence
A key index reports unexpected service sector growth, while digital services M&A could overtake 2021 deal volume and value levels; more IT channel news. Continue Reading
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Feature
03 Aug 2022
Low-code/no-code platforms for MSPs' in-house, external use
Service providers gain agility and efficiency benefits when using these emerging development platforms, and also land consulting opportunities with clients. 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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News
26 Jul 2022
Microsoft partner ecosystem revved up, riled by 2022 event
A contact center product launch, a space industry community and an upcoming partner program revamp topped the list of Microsoft Inspire developments; more IT channel news. Continue Reading
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Guest Post
22 Jul 2022
Recruiters look for range of qualities in MSP job candidates
It's hard to hire employees with technical experience and an MSP background, but recruiters who understand what motivates potential employees can find good candidates. Continue Reading
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News
21 Jul 2022
Microsoft industry clouds hover over partner event
At Microsoft Inspire, industry-specific cloud offerings emerged as a key FY 2023 direction for the technology company and one in which it enlists partner ecosystem support. Continue Reading
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Conference Coverage
21 Jul 2022
Microsoft Inspire 2022 news and conference guide
Microsoft will explain its partner program evolution and unveil upcoming priorities at its annual partner conference. Read on for news from Microsoft Inspire 2022. Continue Reading
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Feature
20 Jul 2022
Partners see growth in maturing on-premises cloud technology
Colocation, data-center-as-a-service offerings and cloud-like consumption models offer customers alternatives -- or adjuncts -- to public cloud platforms. Continue Reading
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News
20 Jul 2022
Microsoft Inspire 2022 points to 'digital imperative'
Microsoft CEO Satya Nadella encouraged partners to push beyond digital transformation, while the company's channel executives updated the company's industry push. Continue Reading
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News
18 Jul 2022
Consultants, software developers in Ukraine find ways to grow
Partners in the Ukrainian custom software and consulting sector continue to expand customer projects and win new business despite the war; more IT channel news. Continue Reading
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Feature
13 Jul 2022
Partners weigh OEMs' private cloud options for clients
Dell Apex, HPE GreenLake and NetApp Keystone are among the pay-per-use hardware platforms partners can offer clients considering alternatives to the public cloud. 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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News
11 Jul 2022
Managed services industry remains investor magnet
The high-tempo transaction pace continues as investors cite recurring revenue, attractive cash flows and favorable IT trends as reasons to pursue MSP deals; more IT channel news. Continue Reading
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Tip
06 Jul 2022
Measuring innovation success in co-innovation partnerships
Profits are an obvious way to measure business success, but to measure co-innovation partnerships, parties must also identify intangible benefits, such as knowledge acquired. Continue Reading
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Guest Post
30 Jun 2022
Tuning enterprise architecture to cope with accelerating change
In the realm of enterprise architecture, real agility starts with architectural simplicity. Learn how businesses can reduce complexity -- and boost organizational dexterity. 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
29 Jun 2022
Logically MSP acquisition grows geographic reach, MSFT skills
The managed services transaction fuels growth for Logically, which is also expanding through strategic consulting services and cybersecurity offerings. Continue Reading
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News
27 Jun 2022
HPE partner program spans the as-a-service ecosystem
The initiative accommodates partners that integrate, sell or provide services around Hewlett Packard Enterprise's as-a-service portfolio; more IT channel news. Continue Reading
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Guest Post
22 Jun 2022
MSP growth requires additional tech offerings
Managed infrastructure services alone will not drive dramatic growth for MSPs. Providers must create offerings in technology spaces such as RPA and cloud computing. 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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News
06 Jun 2022
In digital transformation, telecom needs a partner boost
Legacy business models and risk avoidance leave many telecom firms behind in the race to innovate, but the partner ecosystem could spark their progress; more IT channel news. Continue Reading
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News
25 May 2022
IBM Ecosystem plans to expand sales lifecycle support
The technology company plans to address training and benefits as it looks to help partners earlier on in the sales process as well as during a project's implementation phase. Continue Reading
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News
23 May 2022
Early-stage companies at MIT Sloan event tap partners
Companies participating in the business school's Innovation Showcase work with service provider partners, continuing a trend among tech startups; more IT channel news. Continue Reading
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Guest Post
19 May 2022
OS players move on managed services, bring competition
Major players announced significant developments in the IT services industry with Apple managed IT services, new Microsoft hybrid work solutions and Kaseya's acquisition of Datto. Continue Reading
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Feature
18 May 2022
Digital transformation in manufacturing melds emerging tech
Partners work with customers to absorb a mixture of AI, IIoT, hyperautomation, 5G and cloud computing, while dealing with the challenge of highly distributed organizations. Continue Reading
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News
16 May 2022
Partners become central to SAP industry cloud business
At SAP Sapphire 2022, the software company highlighted partnerships with consulting firms that emphasized their vertical market acumen; more IT channel news. Continue Reading
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Guest Post
13 May 2022
Understand online marketplaces, SLOs for providers
Service providers can engage in online marketplaces and use service-level objectives to understand their application's behaviors and its effect on customers. Continue Reading
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Feature
10 May 2022
Explore unfolding managed IT services for manufacturing
MSPs are exploring opportunities to help manufacturers navigate digital transformation challenges, including integrating legacy systems and staying competitive. 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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Guest Post
06 May 2022
5 steps for MSPs to retain employees
Managed service providers must apply these steps to make it through the Great Resignation and create a stronger company and better working environment. Continue Reading
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Feature
03 May 2022
Partner ecosystem strategy: Co-innovation and other variants
Co-innovation, generative partnering and co-creation describe alliances among customers, service providers and tech vendors. But what do the terms mean and what are the benefits? Continue Reading
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News
02 May 2022
Kaseya commits to product investment in Datto acquisition
The software company aims to invest in a product portfolio that preserves MSP choice, but the industry has mixed feelings on the deal; other IT channel news. Continue Reading
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Guest Post
02 May 2022
Russia-Ukraine war prompts security best practices refresher
The Russia-Ukraine war hasn't led to major cyber attacks affecting MSPs, but IT services providers should review cybersecurity best practices, including hardening and response. Continue Reading
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Feature
27 Apr 2022
Co-innovation partnership model emerges as best practice
Digital transformations have pushed technology to evolve rapidly, sparking co-innovation as a partnership model to drive change among vendors, channel partners and customers. Continue Reading
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Feature
25 Apr 2022
Partners cite reinforcement learning use cases, gradual uptake
Consultants view reinforcement learning as a tool for decision-making at scale and a way to solve optimization problems, but its capabilities remain a mystery for some customers. Continue Reading
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News
25 Apr 2022
Consultants ramp up vertical cloud development
Changing customer needs have prompted partners such as TCS, PwC and EY to pursue industry-specific strategies around cloud computing; other IT channel news. Continue Reading
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Guest Post
22 Apr 2022
How to navigate M&A in the MSP space
MSP M&A can feel like a chess match: Each party wants to win with little, if any, consideration for their opponent. Here are tips to approach information gathering for an M&A. Continue Reading
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Feature
20 Apr 2022
Financial industry cloud model gains momentum
Channel partners working with industry clouds, such as IBM's Cloud for Financial Services, can limit the work customers must do to meet application security and compliance requirements. Continue Reading
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Feature
19 Apr 2022
Consultants see retail payment systems adapt to pandemic
A mix of consulting and integration opportunities could drive partner business, as retailers look to adopt omnichannel technologies and hybrid sales models. Continue Reading
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Guest Post
19 Apr 2022
Subscription models shape future of IT services providers
Forrester researcher Jay McBain discusses how subscription models work, how to look at customer behaviors in a trusted way and where IT services providers should invest. Continue Reading
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News
18 Apr 2022
Partners bring hybrid workplace technology to market
NWN Carousel and ROI Communications are among the service providers creating offerings for customers pursuing flexible work models; more IT channel news Continue Reading
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Feature
13 Apr 2022
VoltaGrid taps Rackspace for AI Ecosystem portal, cloud app
With a lofty goal to revolutionize the mobile energy industry, VoltaGrid needed support to improve customer operations quickly. Learn how MSP Rackspace Technology stepped up. Continue Reading
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Feature
13 Apr 2022
Web consulting project helps users prep for language test
Computools created a website for users preparing for the International English Language Testing System exam, which helps people study in, or migrate to, English-speaking nations. Continue Reading
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News
11 Apr 2022
Gartner forecast points to IT services pricing increase
Service providers look to offset rising employee compensation as the demand for IT skills continues to grow and utilization rates climb; other IT channel news. Continue Reading
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Feature
05 Apr 2022
SD-WAN project covers security, latency and cloud
PM Pediatrics, an urgent care provider, hired service provider Vandis to improve branch security, but the project transformed into something much broader. Continue Reading
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News
04 Apr 2022
Digital transformation in oil and gas sector set for growth
Kyndryl's large-scale, multi-cloud technology deal with refinery operator Motiva Enterprises underscores a broader industry trend; other IT channel news. Continue Reading
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Guest Post
01 Apr 2022
Dig into the MSP M&A process from the acquirer's perspective
MSP mergers and acquisitions may frequent the news, but how is the value of an MSP determined, how are deals structured and what happens to the acquired company? Continue Reading
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Feature
31 Mar 2022
Mission's machine learning consulting gig boosts image
E-card platform JibJab sought a better way to crop images for a new physical book product. Mission improved the process's accuracy in an effort that won a 2021 Top Projects Award. Continue Reading
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News
29 Mar 2022
CompTIA MSP survey shows pandemic reshapes MSP outlook
Some MSP perspectives of the market may be pessimistic for the next year; however, new CompTIA research shows that most feel recent changes have positively influenced business. Continue Reading
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News
28 Mar 2022
Colocation services companies bank on hybrid IT
Providers expand capacity and global presence as enterprise customers build data center services into multi-faceted infrastructure strategies; other IT channel news. Continue Reading
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Feature
28 Mar 2022
Aruba partner equips facility with managed network solutions
To build room to grow, Wiptec established a new distribution center with Aruba Edge Service Platform. See how channel partner CPU ensured a smooth process from start to finish. Continue Reading
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Feature
22 Mar 2022
MSPs set up IT services for retail transformations
MSPs can help the retail industry digitally transform in six areas, including customer and employee experience, and emerge stronger after the unique challenges of 2020 and 2021. Continue Reading
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News
22 Mar 2022
3 IT services partners win top projects awards
Computools, Mission and Vandis captured SearchITChannel's 2021 Top Projects Awards, which recognize innovation and business benefits in partner-customer engagements. Continue Reading
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Feature
21 Mar 2022
5 ways to improve MSP marketing and sales
Review these tips to get a better understanding of the people, process and tools you'll need to bolster what has been a traditional weakness among service providers. Continue Reading
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News
18 Mar 2022
Microsoft Cloud Partner Program resets channel focus
Partner executives called the makeover, which creates new tiers and revises qualification criteria, the first major program update in more than 15 years; other IT channel news. Continue Reading
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Feature
11 Mar 2022
AIOps challenges ease into MSP system management
AIOps is still early in development; however, the technology will help channel partners and customers contextualize large volumes of data and streamline management processes. 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
10 Mar 2022
Cloud data platforms spark partners' consulting business
Service providers can find a range of consulting opportunities as they help clients navigate a plethora of emerging data management platforms and associated tools. Continue Reading
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Feature
08 Mar 2022
Channel partners prepare data analytics managed services
Customers may not fully understand AI and machine learning technology yet, but channel partners have been building their expertise to make the use cases a reality for clients. Continue Reading
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News
04 Mar 2022
Kaseya MSP survey cites security, cloud management growth
The software company's annual service provider poll also found revenue expansion amid COVID-19 and nagging supply chain issues; more IT channel news. Continue Reading
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Guest Post
03 Mar 2022
Channel partners must understand the cybersecurity market
COVID-19 and consolidations have reshaped the cybersecurity market. Channel partners and customers must keep up with the market and best practices, including insurance policies. Continue Reading
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Feature
01 Mar 2022
Cloud for industry sectors calls for co-innovation
The verticalization of cloud computing will hinge on alliances in which service providers, hyperscalers and customers collaborate on industry-specific platforms. Continue Reading
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Feature
28 Feb 2022
MSPs find soft-skill, tech challenges in help desk ticketing
Service provider personnel must work through automation, staffing and software challenges when they deploy help desk ticketing central business management systems. Continue Reading
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News
25 Feb 2022
Cloud partners bolster relations with AWS, GCP and Microsoft
Service providers expand cloud centers of excellence, invest in technical skills and create intellectual property; more IT channel news. 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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News
17 Feb 2022
ServiceNow telecom sector heats up for partners
Ecosystem players are maneuvering for business opportunities at the intersection of high-growth technology and legacy systems; other IT channel news. Continue Reading
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Guest Post
17 Feb 2022
Federal cybersecurity funding creates MSP opportunities
Despite federal funding for cybersecurity, many state, local government and education organizations don't know how to get it. But IT providers can step in and help. Continue Reading
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Feature
15 Feb 2022
Partners see client transformation in industry clouds
Verticalized offerings could help organizations get more out of their cloud investments and seize competitive advantage, with service providers playing an advisory role. 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
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News
11 Feb 2022
Digital transformation acceleration drives cloud spend
Recent research points to a continuation of the enterprise IT projects -- many built on cloud technology -- that emerged in the second half of 2020; more IT channel news. Continue Reading
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Guest Post
09 Feb 2022
Diversity, equity and inclusion tips for small companies
HR departments might make diversity, equity and inclusion initiatives easier, but SMBs can still develop diversity in-house and throughout the supply chain with these tips. Continue Reading
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News
04 Feb 2022
Citrix, Tibco partners stand to gain from merger
Promising technology combinations and a consolidated partner program are among the potential pluses of the pending Citrix-Tibco merger; other IT channel news. Continue Reading
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Guest Post
31 Jan 2022
2022 predictions include more cloud offerings, more breaches
Service providers must stay abreast of the forces shaping the market. Dave Sobel revisits his 2021 predictions to assess how accurate they were and dives into predictions for 2022. Continue Reading