Market Share

How to Sell Technology in the IT Channel

• Startup partnerships at MIT Sloan event rev sales channels

  Early-stage companies featured at MIT Sloan's annual CIO event tap partners to speed up technology deployment and broaden their offerings and distribution channels.  Continue Reading

  

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  • John Moore, Industry Editor

• 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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  • John Moore, Industry Editor

• 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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  • John Moore, Industry Editor

• Partners: Businesses enlist AI in business model reinvention

  IT services executives believe the most digitally advanced companies will embark on business model reinvention projects highlighting AI as a key technology for managing change.  Continue Reading

  

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  • John Moore, Industry Editor

• ServiceNow, IBM set partner programs for AI transformation

  Technology providers reach out to service providers that can help them deliver business change, digital workflows and emerging technologies to enterprise customers.  Continue Reading

  

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  • John Moore, Industry Editor

• 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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  • John Moore, Industry Editor

• Cloud consulting deals revolve around ServiceNow, Google

  Cognizant's pending purchase of Thirdera and Insight Enterprises' acquisition of SADA reveal the global systems integrators' preference for pure-play cloud consulting firms.  Continue Reading

  

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  • John Moore, Industry Editor

• IT services M&A picks up in Q3 with deals in Europe

  As transaction volume picks up, the EMEA region is getting more attention from IT services investors amid demand for digital transformation consulting.  Continue Reading

  

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  • John Moore, Industry Editor

• Partner ecosystem changeup prompts alliance rethink

  The shifting partner ecosystem landscape could inspire IT service providers to consider new alliances or bolster existing ones amid fast-paced economy and technology trends.  Continue Reading

  

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  • John Moore, Industry Editor

• 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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  • John Moore, Industry Editor

• Ukraine IT outsourcing dips, but startups bring new energy

  Ukrainian IT services exports declined 9.3% in the first half of 2023 amid war and global economic slowdown. Resilient infrastructure and AI startups offer bright spots, however.  Continue Reading

  

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  • John Moore, Industry Editor

• Snowflake partner network takes on optimization

  Snowflake optimization spans cost reduction, infrastructure rightsizing and query reengineering. But will partner demand endure or decline as customers mature?  Continue Reading

  

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  • John Moore, Industry Editor

• 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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  • John Moore, Industry Editor

• Microsoft partners focus on IT cost optimization, migration

  While AI was the main attraction at Microsoft Inspire, the company's partners are also busy taming infrastructure costs, helping clients modernize and managing cloud migrations.  Continue Reading

  

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  • John Moore, Industry Editor

• 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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  • John Moore, Industry Editor

• Partners: IT investment balances innovation, optimization

  IT service executives expect to see customers pursue the transformative potential of AI and cloud in the second half of 2023 -- while keeping a close watch on costs and results.  Continue Reading

  

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  • John Moore, Industry Editor

• IT services firms seek growth in generative AI services

  Partners launch specialized offerings and practices to address enterprise customer demand, citing generative AI's innovation and optimization potential.  Continue Reading

  

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  • John Moore, Industry Editor

• Partners could see enterprise AI rekindle tech innovation spend

  New surveys suggest that generative AI is sparking interest among customers and optimism among partners. Is a resumption of forward-looking tech investment on the way?  Continue Reading

  

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  • John Moore, Industry Editor

• Startup partnerships play bigger role in challenging market

  Channel allies become more valuable as startups look for cost-efficient routes to market and vie to stand out in crowded sectors such as cybersecurity.  Continue Reading

  

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  • John Moore, Industry Editor

• Partner ecosystem upbeat on market prospects, generative AI

  Service providers express optimism despite the continuing economic uncertainty, looking to emerging technologies and services stalwarts such as cyber and cloud.  Continue Reading

  

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  • John Moore, Industry Editor

• AWS partner ecosystem changes involve ISVs, generative AI

  The cloud platform provider makes matches among ISVs and systems integrators as it cultivates AI relationships and simplifies its global partner programs.  Continue Reading

  

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  • John Moore, Industry Editor

• IT services market size expands amid mixed economic signals

  Market watchers forecast continued growth in the tech services sector, while U.S. payrolls expand, albeit at a slower pace.  Continue Reading

  

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  • John Moore, Industry Editor

• IT services M&A slows, but could revive in 2H

  M&A rebounded after the initial shock of COVID-19, but the pace has slackened amid economic uncertainty. The deals getting done reflect interest in specific skill sets.  Continue Reading

  

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  • John Moore, Industry Editor

• VMware Partner Connect reboots with accent on SaaS

  VMware's partner program gets a new look as the company invests in the subscription model; Endor Labs, Graphiant and TrueFort also launch or update channel efforts.  Continue Reading

  

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  • John Moore, Industry Editor

• 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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  • John Moore, Industry Editor

• 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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  • John Moore, Industry Editor

• Mixed news for enterprise network infrastructure upgrades

  Businesses working with aging network architectures could use a tech refresh. While the easing of equipment backlogs works in their favor, budgets could hold them back.  Continue Reading

  

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  • John Moore, Industry Editor

• FinOps, co-innovation could unlock cloud business benefits

  Industry studies underscore businesses' continuing struggle to obtain cloud computing benefits. A greater focus on strategy, financial management and co-innovation could help.  Continue Reading

  

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  • John Moore, Industry Editor

• 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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  • John Moore, Industry Editor

• IT services industry looks to cyber, cloud consulting for growth

  Service providers are looking to cybersecurity and cloud consulting services -- particularly those that optimize clients' existing resources -- to sustain their growth in 2023.  Continue Reading

  

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  • John Moore, Industry Editor

• 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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  • John Moore, Industry Editor

• 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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  • John Moore, Industry Editor

• 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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  • John Moore, Industry Editor

• 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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  • John Moore, Industry Editor

• 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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  • John Moore, Industry Editor

• 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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  • John Moore, Industry Editor

• 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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  • John Moore, Industry Editor

• Partners bet on tools for accelerated digital transformation

  Proprietary 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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  • John Moore, Industry Editor

• 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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  • John Moore, Industry Editor

• 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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  • John Moore, Industry Editor

• 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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  • John Moore, Industry Editor

• 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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  • John Moore, Industry Editor

• 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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  • John Moore, Industry Editor

• 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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  • John Moore, Industry Editor

• 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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  • John Moore, Industry Editor

• 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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  • John Moore, Industry Editor

• 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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  • John Moore, Industry Editor

• 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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  • Kristen Gloss
  • John Moore, Industry Editor

• 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

  By

  • John Moore, Industry Editor
  • Kristen Gloss

• 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

  By

  • Kristen Gloss
  • John Moore, Industry Editor

• 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

  By

  • John Moore, Industry Editor
  • Kristen Gloss

• 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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  • Kristen Gloss
  • John Moore, Industry Editor

• 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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  • John Moore, Industry Editor

• 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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  • John Moore, Industry Editor

• 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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  • John Moore, Industry Editor

• 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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  • John Moore, Industry Editor

• 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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  • John Moore, Industry Editor

• 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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  • John Moore, Industry Editor

• 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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  • John Moore, Industry Editor

• 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

  

  By

  • John Moore, Industry Editor

• 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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  • John Moore, Industry Editor

• 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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  • John Moore, Industry Editor

• 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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  • John Moore, Industry Editor

• Accenture, Celonis partner in process mining technology

  The strategic relationship aims to speed up process improvement, embedding Celonis' technology in Accenture offerings such as MyConcerto and SynOps; other IT channel news.  Continue Reading

  

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  • John Moore, Industry Editor

• 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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  • John Moore, Industry Editor

• Partners launch managed cloud services to spark uptake

  Ensono, SADA and NWN Carousel target mainframe modernization, Google Cloud adoption and cloud-based unified communications, respectively; other IT channel news.  Continue Reading

  

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  • John Moore, Industry Editor

• Cloud consumption models, services to see uptick in 2022

  Cloud computing skills shortages are changing the way businesses think about in-house IT and making them more likely to tap external service providers; other IT channel news.  Continue Reading

  

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  • John Moore, Industry Editor

• Cloud professional services see more investment

  Vivanti debuts as a bootstrapped cloud consultancy, while SADA and Unisys acquire cloud services firms to broaden their portfolios; more IT channel news.  Continue Reading

  

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  • John Moore, Industry Editor

• Kyndryl grows ecosystem via Google Cloud partnership

  The infrastructure services provider aims to offer multi-cloud services and integration offerings as it cultivates industry ties beyond its IBM origins; more IT channel news.  Continue Reading

  

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  • John Moore, Industry Editor

• AWS partner path diverges to address business model shift

  The cloud provider's expanded partner tracks cover software, hardware, training, distribution and services offerings such as consulting; more IT channel news.  Continue Reading

  

  By

  • John Moore, Industry Editor

• Digital transformation projects face expansion hurdles

  The pandemic accelerated cloud adoption, but staffing shortages could stall projects without the help of third-party providers; more IT channel news.  Continue Reading

  

  By

  • John Moore, Industry Editor

• Co-innovation shakes up partner-client relationships

  The emerging partnering approach creates closer ties between clients and service providers, but also has implications for risks and rewards; other IT channel news.  Continue Reading

  

  By

  • John Moore, Industry Editor

• 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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  • John Moore, Industry Editor

• Gartner IT Symposium sees future in 'generative' partnering

  Gartner's event shed light on the top priorities and challenges facing CIOs and IT executives today. 'Generative' partnering surfaced as a key theme; other IT channel news.  Continue Reading

  

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  • John Moore, Industry Editor

• DattoCon Now points to profit in SaaS defense, continuity

  At its annual user event, MSP technology provider Datto showcased software developments in cybersecurity and business continuity; other IT channel news.  Continue Reading

  

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  • John Moore, Industry Editor

• Palo Alto Networks distributor pact aims for US small businesses

  Distributor Ingram Micro is set to offer Palo Alto Network's Okyo Garde, a subscription-based cybersecurity product that targets small businesses; other IT channel news.  Continue Reading

  

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  • John Moore, Industry Editor

• IT services M&A, spinoffs feature Trace3, IBM

  Transactions continue to abound heading into the fourth quarter of 2021, as private equity investors and strategic buyers scour the market for deals; other IT channel news.  Continue Reading

  

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  • John Moore, Industry Editor

• ServiceNow partner Thirdera buys 5th company, UX/UI skills

  With the acquisition of Appoxio, Thirdera expanded its UX/UI capabilities and plans to help clients improve ServiceNow workflows; other IT channel news.  Continue Reading

  

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  • John Moore, Industry Editor

• Quantum computing ecosystem grows with Accenture, QCI moves

  A quantum computing ecosystem is taking shape. Quantum methods may find initial applications in solving optimization challenges across various industries; other IT channel news.  Continue Reading

  

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  • John Moore, Industry Editor

• 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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  • John Moore, Industry Editor

• Dremio partner program launches in data lakehouse market

  Amid growing interest in data lakehouses, Dremio will target a range of partners, including consultants and systems integrators, to boost its platform; other news.  Continue Reading

  

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  • John Moore, Industry Editor

• AWS MSSP competency program opens up to partners

  A new AWS program will validate the skill sets and processes of MSSP partners, creating a means for security firms to competitively differentiate themselves; more IT channel news.  Continue Reading

  

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  • John Moore, Industry Editor

• Cyber-risk rating firm Black Kite ups channel focus

  Black Kite has unveiled its Aviator partner program for VARs, MSSPs and systems integrators; other IT channel news.  Continue Reading

  

  By

  • Spencer Smith, Site Editor

• SADA, Intel collaborate in Google Cloud optimization program

  Through a new partnership, SADA and Intel engineers will fine-tune customers' Google Cloud Platform environments; other IT channel news.  Continue Reading

  

  By

  • Spencer Smith, Site Editor

• GFT expands digital transformation services to North America

  After successfully expanding into Latin American markets, the German IT services and software engineering company will target the U.S. and Canada; other IT channel news.  Continue Reading

  

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  • John Moore, Industry Editor

• Cybersecurity consulting, MSSPs in channel spotlight

  Channel companies have put a premium on cybersecurity services in 2021. The latest round of market activity features Deloitte and Epiphany Systems; other news.  Continue Reading

  

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  • John Moore, Industry Editor

• Cloud, IT security continue to reshape MSP business model

  Recent channel research suggests MSPs increasingly prioritize cloud computing and IT security as part of their core business models; other IT channel news.  Continue Reading

  

  By

  • John Moore, Industry Editor

• Microsoft partner community gets industry cloud, training boost

  At Microsoft Inspire, the company expanded its industry cloud portfolio with a sustainability cloud and promised to expand partners' technical expertise; other IT channel news.  Continue Reading

  

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  • John Moore, Industry Editor

• 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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  • John Moore, Industry Editor

• Dell Global Alliances partners boost channel sales

  Dell Technology's segment of Global Alliances partners stood out in the vendor's first-quarter channel sales; more IT channel news.  Continue Reading

  

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  • John Moore, Industry Editor

• AWS-Salesforce partnership offers integration potential

  The alliance is poised to generate new customer use cases that span AWS services and Salesforce clouds, according to cloud services firm AllCloud; other IT channel news.  Continue Reading

  

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  • John Moore, Industry Editor

• PwC cloud report points to 'value gap'

  Despite widespread enthusiasm for cloud computing, many organizations have yet to see a significant payoff from their investments, a PwC cloud study found; other news.  Continue Reading

  

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  • John Moore, Industry Editor

• IT consultants go for green cloud computing

  Sustainability and green cloud computing have gained a higher profile in recent months, leading consultancies like Accenture and ThoughtWorks to pursue new services; other news.  Continue Reading

  

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  • John Moore, Industry Editor

• Deloitte backs Teradata Vantage as integrator

  Under the expanded partnership, Deloitte will integrate Teradata Vantage as-a-service platform deployments with cloud-native services; other IT channel news.  Continue Reading

  

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  • John Moore, Industry Editor

• Cloud professional services deals target Oracle, ServiceNow

  A fresh round of investor deals in the cloud consulting space put a spotlight on Oracle, Twilio and ServiceNow's partner ecosystems; other IT channel news.  Continue Reading

  

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  • John Moore, Industry Editor

• Digital transformation service providers expect growth

  In light of rosy IT spending forecasts, forward-thinking IT services firms are making moves to capture a spike in business; other IT channel news.  Continue Reading

  

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  • John Moore, Industry Editor

• Carousel Industries deal positions NWN for hybrid work

  NWN cited the expansion of its customer base and geographical reach as key benefits driving its Carousel Industries acquisition; other IT channel news.  Continue Reading

  

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  • John Moore, Industry Editor

• 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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  • John Moore, Industry Editor

• Digital innovation shift shakes up IT budgets

  New research shows a change in attitudes toward IT investments, with business looking to go beyond modernized infrastructure to digital innovation; other IT channel news.  Continue Reading

  

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  • John Moore, Industry Editor

• Gartner cloud forecast bodes well for service providers

  Gartner predicts end-user public cloud spending to reach $332.3 billion this year, with SaaS representing the largest area of investment; other IT channel news.  Continue Reading

  

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  • John Moore, Industry Editor