MSP business strategy
News and features on all aspects of running a service provider business, from executing an MSP business model to automating operations.
Top Stories
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News
27 Sep 2024
Hyperscalers' mass, AI role dominate partner ecosystems
Seemingly saturated, the massive partner networks of the top cloud vendors still attract service providers and often serve as their top ecosystems, according to a new survey. Continue Reading
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Feature
20 Sep 2024
FinOps consulting grows as IT cost management efforts expand
IT service providers pursue advisory, training and automation opportunities as customers adopt FinOps and apply its cost optimization principles across more IT resources. Continue Reading
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Feature
24 Jul 2019
Microsoft Teams platform emerges as training, governance opportunity
Microsoft Teams governance, training and other services are emerging as business opportunities for channel partners working with Microsoft's collaboration platform. Continue Reading
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Blog Post
10 Jul 2019
Ross Perot helped create the IT services industry
Ross Perot may be known to many people as a former presidential candidate, but he also played a central role in launching the IT services industry. Continue Reading
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Feature
28 Jun 2019
New Fidelis Cybersecurity channel VP ups partner focus
Eddie DeWolfe, who became Fidelis Cybersecurity's channel vice president earlier this month, said the company is pursuing a more focused and strategic approach with partners. Continue Reading
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Feature
26 Jun 2019
MDR services evolve into distinct security service offering
MDR services are developing into a new category of cybersecurity offering for channel partners. Learn how MDR providers take a different approach from traditional MSSPs. Continue Reading
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Feature
20 Jun 2019
Kaseya software expansion, sales support targets MSPs
Kaseya has had a busy few weeks, launching and acquiring products, unveiling a $500 million investment and setting up a program to boost MSP sales readiness. Continue Reading
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Blog Post
17 Jun 2019
Titus data classification software now channel-exclusive offering
Titus data classification software is getting a boost from the channel as the company ups its investment in partners. Continue Reading
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Opinion
07 Jun 2019
Post-digital world calls for collaborative security
As the post-digital era dawns, organizations will need to rethink cybersecurity as they confront threats that span entire ecosystems, Accenture's Michael Biltz contends. Continue Reading
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Feature
06 Jun 2019
No-code app development vendor Crowd Machine bets on channel
Crowd Machine is enlisting help from channel partners as it bids to differentiate itself in the growing no-code app development platform marketplace. Continue Reading
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News
31 May 2019
RapidFire Tools, Kaseya embark on 100 points of integration
MSPs will see tighter integration between an expanding RapidFire Tools product line and Kaseya software in the coming months; more news from the week. Continue Reading
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Feature
31 May 2019
Business-driven security: Consultants help clients play catch-up
Digital transformation projects and other sophisticated tech initiatives call for integrated security. IT service firms are addressing the gap between security and business teams. Continue Reading
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Blog Post
31 May 2019
Early-stage companies sell to, partner with consultants
Some of the early-stage companies featured in MIT Sloan CIO Symposium's Innovation Showcase are partnering with IT consultants. Continue Reading
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News
24 May 2019
Datto: Channel firms eye monthly recurring revenue expansion
Managed service providers are aspiring to greater levels of MRR and deeper vertical market expertise, according to new Datto research; other news from the week. Continue Reading
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Blog Post
20 May 2019
SADA Systems taps Google Cloud solutions lead Miles Ward as CTO
Cloud consultancy SADA Systems has appointed Miles Ward as CTO, a move that aims to strengthen the company's ability to build complex Google Cloud environments. Continue Reading
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News
17 May 2019
Business-driven security may help channel unlock innovation
Channel partners can expect to see business-driven security become a key theme for forward-thinking customers pursuing digital transformation; more news from the week. Continue Reading
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Blog Post
13 May 2019
Cybersecurity issues top list of customer concerns
Cybersecurity issues, either embedded in broader digital initiatives or as an overarching IT issue, rank as the top customer concern, according to a new survey. Continue Reading
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Definition
08 May 2019
statement of work (SOW)
A statement of work (SOW), in project management, is a document in which a contracting officer or chief procurement officer (CPO) specifies the objectives and deliverables for a particular project or service contract. 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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Blog Post
23 Apr 2019
MSP software takes a different turn in ServiceNow-LogicMonitor link
MSP software comes in various forms and combinations. Some larger MSPs are adopting ServiceNow and LogicMonitor to automate core business functions. Continue Reading
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News
19 Apr 2019
Wipro security incident underscores MSP vulnerability
A Wipro security incident involving an advanced, persistent phishing campaign has brought additional attention to MSP vulnerabilities; more news from the week. 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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Feature
12 Apr 2019
Hackers target MSPs, but not all are prepared
Managed service provider security is being put to the test as hackers target MSPs with increasing frequency. Even a relatively simple attack can compromise a service provider. Continue Reading
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Blog Post
11 Apr 2019
MSP business model moves toward three key staples
The developing MSP business model is showing some of the characteristics of an ancient agricultural technique. Find out how service providers are cultivating business. Continue Reading
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Blog Post
29 Mar 2019
Keep a digital transformation strategy humming with these practices
A digital transformation strategy starts with a client's vision and a focus on business outcomes. Find out what's working for Insight Enterprises and its clients. Continue Reading
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News
28 Mar 2019
Barracuda Networks warns about blackmail email, sextortion threat
Barracuda Networks is seeking to educate its partners on the latest trends in spear-phishing email attacks. New research revealed an uptick in blackmail scams and sextortion. Continue Reading
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Feature
28 Mar 2019
Generations in the workplace and how to manage them
Managing different generations in the workplace calls for a clearer understanding of their characteristics, which will then help shape recruitment and retention strategies. 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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Definition
24 Mar 2019
professional services
A professional service is an intangible product that a contractor or product vendor sells to help a customer manage a specific part of their business. Continue Reading
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Feature
08 Mar 2019
Big Blue drives collaboration among IBM business partners
IBM business partners run the gamut of skill sets and focus areas. Learn about an initiative that aims to facilitate alliances within IBM's complex channel ecosystem. Continue Reading
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Feature
28 Feb 2019
Data erasure software makes channel inroads
Data erasure, which may be sold as a software product or as a service, is a security-oriented offering channel partners can present to their clients. Continue Reading
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Feature
22 Feb 2019
Reseller business model transformation pivots on cultural change
MNJ Technologies, a once fast-growing VAR, found its sales were stagnating. Here's how it got back on track with its effort to push beyond the reseller business model. Continue Reading
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Blog Post
15 Feb 2019
Microsoft partner training offers self-assessment tool
Microsoft partner training is getting a new addition with a self-assessment tool that guides partners toward appropriate training resources. Continue Reading
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News
15 Feb 2019
Managed services model ripe for expansion: Kaseya, SolarWinds
Channel companies have an opportunity to broaden their managed services offerings, according to new studies from Kaseya and SolarWinds; more news from the week. Continue Reading
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News
08 Feb 2019
Kaseya CEO reveals 2019 acquisition plans for IT Complete
Kaseya's acquisition strategy for its IT Complete platform remains a work in progress, with security, endpoint management and more on its 2019 shopping list. Continue Reading
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Blog Post
05 Feb 2019
Solve IT recruiting challenges with nontraditional candidates
If you're a channel firm faced with recruiting challenges, perhaps it's time to look outside the traditional talent pool. That's the advice of partner executives who are adopting innovative ... Continue Reading
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News
01 Feb 2019
Userful taps partners to manage digital signage systems
Userful is courting channel partners to sell and deploy its AV-over-IP technology, contending integrators can wrap services around Userful software; other news from the week. 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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Feature
28 Jan 2019
Tech skills gap gives rise to IT apprenticeship programs
In the highly competitive tech labor market, channel partners are formalizing IT apprenticeship programs to cultivate the next generation of IT talent. Continue Reading
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Feature
25 Jan 2019
How to sell your channel partner business to the right buyer
Experts discuss the first steps of the M&A process, which includes identifying and qualifying potential buyers. Here's advice on negotiating the best deal. Continue Reading
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Definition
22 Jan 2019
service-level objective
A service-level objective (SLO) is the part of a service-level agreement (SLA) that documents the key performance indicators (KPIs) the customer should expect from a provider. In addition to specifying details about the service being purchased, an SLO also documents what the consequences will be if SLOs are not achieved. Continue Reading
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Tip
17 Jan 2019
How to revamp your managed services pricing for predictable revenue
Many MSPs still rely heavily on an hourly billing rate and cost-plus pricing. Michael Backers, an MSPAlliance board member, offers advice on moving to managed services pricing. Continue Reading
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Feature
15 Jan 2019
What makes for a true MSP partner?
Serving as a customer's partner requires more than a marketing label. David Kaszowicz of Aventis Systems discusses how channel companies can become managing partners. Continue Reading
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Feature
15 Jan 2019
Mainframe technology investments spur channel opportunities
Mainframe systems provide a potential target for modernization initiatives, as well as an area of focus for channel partners with the right skills. Continue Reading
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News
11 Jan 2019
RMM software vendor Pulseway gains traction in MSP market
MSPs can expect Pulseway to add machine learning-based features and third-party integrations to its RMM software in 2019; other news from the week. Continue Reading
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Definition
28 Dec 2018
IT consultant
A consultant is an experienced individual in a given field who provides expert advice for a fee. Consultants typically work as independent contractors and are hired on a short-term basis. A consultant may also be an employee at a consulting firm. Continue Reading
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Feature
21 Dec 2018
Is the master MSP business model still relevant?
Master MSPs emerged more than a decade ago as a means for channel firms to develop managed services, but experts are split on whether the traditional model continues to hold sway. Continue Reading
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Definition
21 Dec 2018
sales lead
A sales lead is a potential sales contact, individual or organization that expresses an interest in your goods or services. Continue Reading
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News
14 Dec 2018
New tool offers Cisco resellers digital transformation help
Cisco Digital Navigator, a digital transformation methodology, aims to help Cisco resellers build digital businesses and facilitate partnering with digital solutions integrators. Continue Reading
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Feature
11 Dec 2018
Unconventional rivals to challenge IT channel companies
Channel companies in 2019 may find themselves weighing the merits of ISV partnerships versus the possibility of developing their own software lines of business. Continue Reading
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Opinion
11 Dec 2018
How to thrive in the platform economy
Leading companies need to build dynamic ecosystems and deploy next-generation platforms to gain a competitive edge, says Ramadurai Ramalingam, managing director at Accenture. Continue Reading
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Feature
30 Nov 2018
How the Microsoft Open Data Initiative may benefit partners
Partners responded optimistically to the Open Data Initiative from Microsoft, citing potential opportunities to help customers derive greater value from their data. Continue Reading
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Definition
29 Nov 2018
systems integrator
A systems integrator is an individual or business that builds computing systems for clients by combining hardware, software, networking and storage products from multiple vendors. Continue Reading
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Definition
28 Nov 2018
break/fix
For IT services companies, break/fix is a method of providing IT support to customers. Services are generally fee-based and rely on a customer contacting the IT services company when repairs and upgrades are needed. 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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News
09 Nov 2018
IT Nation 2018 drills into managed security opportunity
At the IT Nation 2018 conference, ConnectWise CEO Arnie Bellini bid attendees to embrace the fast-growing managed security market and abandon their generalist approaches. Continue Reading
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Feature
25 Oct 2018
Remote monitoring and management software gets more automated
Vendors that make business management software for managed service providers are expanding RMM software automation, but partners may struggle to fully exploit the newer features. Continue Reading
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Feature
15 Oct 2018
IBM Planning Analytics opens partner opportunities in retail vertical
Channel firms in the retail sector are uncovering opportunities to modernize customers' analytics processes. Read about eCapital Advisors'work with retailer Allen Edmonds. Continue Reading
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Feature
12 Oct 2018
Remote monitoring and management software: Vendors expand, integrate
RMM vendors are extending their product lines into areas ranging from documentation to backup, but face an integration challenge when it comes to providing a unified interface. Continue Reading
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News
01 Oct 2018
Continuum MSP product vision energized by cybersecurity market
Continuum, an IT management software provider, is aligning its offerings to SMB security needs. Get insight into the Continuum MSP platform's roadmap. Continue Reading
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Feature
01 Oct 2018
Partners align to bold SAP S/4HANA migration plan
SAP boldly stated an ambitious S/4HANA migration plan for existing customers. While SAP partners are on board with the transition, they recognize the challenges involved. Continue Reading
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News
28 Sep 2018
Continuum Navigate 2018: Traditional MSPs will be obsolete
Cybersecurity trends dominated Continuum Navigate 2018, with the CEO of the IT management software vendor urging MSPs to pivot into managed security services. Continue Reading
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Definition
28 Sep 2018
deal registration
Deal registration is a common feature of vendors' channel partner programs in which a channel partner, such as a value-added reseller (VAR), informs the vendor about a sales lead. Continue Reading
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Definition
25 Sep 2018
VMware Partner Network
The VMware Partner Network is a global channel partner program with benefits and support to provide VMware's virtualization and cloud technology. Continue Reading
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News
18 Sep 2018
Remote monitoring and management: Netgear Insight Pro debuts
Netgear Insight Pro is a cloud-based platform that aims to give MSPs more network management capabilities, as well as a sales opportunity. Continue Reading
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Definition
21 Aug 2018
channel strategy
A channel strategy is a vendor's plan for moving a product or a service through the chain of commerce to the end customer. Continue Reading
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Definition
20 Aug 2018
OEM (original equipment manufacturer)
OEM, or original equipment manufacturer, is a broad term that describes a web of relationships among IT hardware vendors, hardware component makers, software vendors and channel partners such as resellers and distributors. Continue Reading
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Feature
16 Aug 2018
Digital marketing partnerships key to vendors' channel strategies
Rackspace, Salesforce and Progress Software explain how digital marketing agencies factor into their overall channel partner ecosystems and strategies. Continue Reading
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Blog Post
13 Aug 2018
Accenture bolsters smart connected products business
Accenture aims to bolster its smart connected products business through the acquisition of two companies in the product innovation space. Continue Reading
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Feature
13 Aug 2018
Liability insurance policies: Tips for covering MSP businesses
With the IT landscape growing more complex, liability insurance policies may be a necessity for MSPs. But MSPs should ensure they get the right coverage for their business model. Continue Reading
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News
02 Aug 2018
Shadow IT channel outpaces traditional partners
The channel partner ecosystem is in for transformative change, as a flood of cloud consultancies, ISVs and tech-oriented professional services firms enters the market. Continue Reading
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News
02 Aug 2018
ChannelCon 2018: MSPs face operational growing pains
Operational efficiency improvement is an important step for a growing MSP, but one that can prove difficult to take, according to industry executives at ChannelCon 2018. Continue Reading
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Definition
19 Jul 2018
partner account manager (PAM)
A partner account manager is a job title within a vendor organization that uses channel partners to sell its products or services. Continue Reading
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News
19 Jul 2018
SolarWinds: MSP Pulse can shed light on business transformation
SolarWinds MSP believes channel partners targeting the managed services model can gain insight into their transition using a new benchmarking tool dubbed MSP Pulse. Continue Reading
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Definition
28 Jun 2018
reseller
In information technology, a reseller is a company that typically purchases IT products or services from a product manufacturer, distributor or service provider and then markets them to customers. Continue Reading
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Feature
19 Jun 2018
HTG Peer Groups unlike other support options for channel businesses
HTG stands out among peer group organizations by giving members the resources for both personal and professional growth. HTG is set to expand under ConnectWise's ownership. Continue Reading
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Feature
29 May 2018
Succession planning strategy: MSP execs consider the channel's future
Have a succession planning strategy in place? If not, you're hardly alone. Get tips on why and what you should consider when planning for the future of your business. Continue Reading
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News
25 May 2018
Appirio signs FinancialForce PSA software pact
Under a new agreement, cloud consultancy Appirio revealed it plans to build a FinancialForce PSA sales and implementation practice; other IT channel news from the week. Continue Reading
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Feature
24 May 2018
Device as a service set to expand for channel partners
The device-as-a-service market is poised for growth as customers look to trim Capex, but channel partners may need to recast themselves if they want to serve as a DaaS provider. Continue Reading
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Feature
23 May 2018
Bug bounty service offerings unlock new channel revenue
Channel firms like security consultant NCC Group are pioneering vulnerability management service offerings that target bug bounty programs. Continue Reading
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Blog Post
17 May 2018
Apple Authorized Service Provider program: ComputerCare's story
ComputerCare, a member of the Apple Authorized Service Provider program, has found a role in servicing iOS devices and meeting the repair needs of mid-size businesses. Continue Reading
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News
11 May 2018
Kaseya VSA update unifies RMM with Traverse, IT documentation
At Kaseya Connect 2018, Kaseya revealed its RMM software now combines with Traverse network management and IT Glue documentation capabilities; other news from the week. Continue Reading
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News
01 May 2018
Dell EMC Global Partner Summit: Tighter integration in the works
Dell EMC partner companies can expect the IT vendor to work toward tighter partner-product portfolio alignment and faster deal registration over the course of 2018. 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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Blog Post
25 Apr 2018
MSP tools: Virteva consolidates monitoring for better visibility
Virteva, an MSP, has consolidated a handful of monitoring tools to LogicMonitor as a single platform, a move that has resulted in improved visibility. Continue Reading
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Feature
19 Apr 2018
HCL software push lands Actian in latest venture
HCL software: The recent acquisition of Actian gives the $7.6 billion IT services provider a range of data analytics products it can sell as a global systems integrator. Continue Reading
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Opinion
27 Mar 2018
A cybersecurity self-assessment helps IT teams, partners flag risks
IT teams, partners and vendors can benefit from an internal checkup when it comes to reducing the risk of a cybersecurity breach. This approach can help document security efforts. 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
13 Mar 2018
MSP business model transformation: Five tips for navigating change
MSP business model transformation: Channel partners face challenges as they cultivate as-a-service offerings, seek dollars for investment and promote their new offerings. Continue Reading
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Blog Post
06 Mar 2018
Ease the MSP talent acquisition process with these tips
For Eric Hobbs, the key to the talent acquisition process is to recruit prospective employees early and often. Hobbs is CEO at Technology Associates, a managed service provider (MSP) in Cary, North ... Continue Reading
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News
06 Mar 2018
Kaseya Unified Backup targets MSPs with BC/DR option
Kaseya CEO Fred Voccola said VSA's integration with Unitrends backup gives managed services providers an 'enterprise-class' BC/DR option in a burgeoning market. Continue Reading
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News
23 Feb 2018
ConvergeOne goes public, targets cloud skills
Cloud consulting services is one area IT service provider ConvergeOne would like to reinforce as it pursues business as a publicly traded enterprise. Continue Reading
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Feature
23 Feb 2018
Cloud services offerings: Partner investments on the rise
Managed service providers and other channel firms are upping their investment in cloud services but must confront the challenges of cloud profitability and revenue contribution. Continue Reading
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Guide
23 Feb 2018
MSP security essentials for every IT service provider
Getting a cybersecurity practice up and running is no easy task. In this guide, we show how MSPs can build security practices and protect their clients from an array of threats. Continue Reading
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Definition
19 Feb 2018
channel conflict
Channel conflict is a situation in which channel partners have to compete against one another or a vendor's internal sales department. 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
09 Feb 2018
Blockchain consulting project news: Accenture, Synechron in pilots
The blockchain portion of the IT consulting market appears to be gaining momentum amid prototype and pilot projects from Accenture and Synechron; other news from the week. Continue Reading
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News
31 Jan 2018
Software development skills in demand, spurring channel business
With DevOps and Agile software development skills in demand, channel companies are responding with assessment, training and even staffing services for their clients. Continue Reading
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Feature
26 Jan 2018
Database DevOps: Channel partners land implementation projects
Datical and Redgate Software, vendors in the database DevOps space, are teaming with systems integration and consulting partners to help customers deploy the technology. Continue Reading
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News
05 Jan 2018
ConnectWise partners to gain business help from HTG Peer Groups merger
ConnectWise plans to provide HTG Peer Groups' consulting, coaching and peer group services to a broad spectrum of its PSA software users; other news from the week. Continue Reading
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Feature
30 Nov 2017
IT channel explores finer points of DevOps consulting
DevOps challenges are creating demand for IT consultancies such as Nebulaworks and Entisys, which both cite cultural changes as a significant customer pain point. Continue Reading
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Blog Post
13 Nov 2017
IT Nation 2017: ConnectWise Marketplace builds out vendor integrations
In conjunction with last week's IT Nation 2017 conference, hosted by PSA vendor ConnectWise, numerous vendors in the MSP software space launched integrations with the ConnectWise platform. The ... Continue Reading