MSP sales and marketing
Features on marketing managed services, pursuing vertical market segments, co-selling with partners and keeping the sales pipeline stocked.
Top Stories
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Tip
28 May 2024
5 real-world examples of omnichannel marketing
The most successful marketing strategies reach customers where they are, on every available channel. Here, explore examples of omnichannel marketing strategies from real companies. Continue Reading
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Tip
24 Apr 2024
Marketing automation checklist for beginners
How can SMBs and small marketing teams develop a proper marketing automation strategy? With a checklist. Here's what to include in a checklist for a successful strategy. 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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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
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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Definition
08 Apr 2022
contextual marketing
Contextual marketing is an online marketing strategy model in which people are served with targeted advertising based on their search terms or their recent browsing behavior. Continue Reading
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Definition
08 Apr 2022
pharmaceutical detailing
Pharmaceutical detailing is a 1:1 marketing technique pharmaceutical companies use to educate a physician about a vendor's products, hoping that the physician will prescribe the company's products more often. 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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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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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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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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Definition
09 Mar 2022
64-bit processor (64-bit computing)
A 64-bit processor refers to a microprocessor that can process data and instructions in chunks of 64 bits. 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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Definition
02 Mar 2022
vertical market
A vertical market is made up of companies that offer goods and services to meet the needs of customers in a specific industry or niche market. Continue Reading
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Feature
28 Oct 2021
State and local government technology revs digital services
Agencies, in a bid to quickly roll out citizen services, rely on a combination of chatbots, upgraded networks, no-code/low-code technology and cloud computing. Continue Reading
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Feature
20 Oct 2021
Citrix partner supports UTM's remote learning technologies
Citrix partner Third Octet made its first foray into the education vertical in 2020, when it helped the University of Toronto Mississauga execute a remote learning transition. Continue Reading
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Feature
30 Sep 2021
Education technology market seeks stability in hybrid model
Channel partners said schools now have a chance to revisit hastily created remote learning systems as they take a longer-term, enterprise view of cloud and security. Continue Reading
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Definition
24 Sep 2021
solution selling
Solution selling refers to the philosophy or practice of uncovering a customer's pain points and then providing products and services that address the underlying business problem. Continue Reading
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Definition
22 Sep 2021
request for proposal (RFP)
A request for proposal (RFP) is a document that an organization, often a government agency or large enterprise, posts to elicit a response -- a formal bid -- from potential vendors for a desired IT solution. Continue Reading
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News
03 Aug 2021
CompTIA ChannelCon 2021 points to CX as partner priority
In a preview of its upcoming channel industry research, IT trade association CompTIA highlighted the growing importance of customer experience among partners. Continue Reading
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Guest Post
19 Jul 2021
How IT services firms can push back on misinformation
IT services firms have increasingly put marketing dollars into digital advertising. But do they know which websites their ads appear on and, consequently, help fund? Continue Reading
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Feature
19 Jul 2021
Does the Microsoft partner ecosystem follow the 80/20 rule?
Partner Elevate director Desmond Russell believes Microsoft's channel strategy underserves the bulk of its partners. Here's how Microsoft could better support its channel ecosystem. Continue Reading
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Feature
18 Jun 2021
In-house vs. outsourced marketing for MSPs
Content marketing has emerged as an effective strategy for MSPs, but it can get tricky when deciding if in-house or outsourced talent should create these marketing materials. Continue Reading
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Guest Post
02 Jun 2021
MSPs can combine traditional, digital marketing tactics
MSP marketing strategies may benefit from tactics drawn from both traditional and digital marketing. MSP Radio's Dave Sobel explores this approach. Continue Reading
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Guest Post
13 May 2021
Return-to-office debate sparks channel partner opportunity
After a year-plus of remote work, organizations have begun to mull their next steps: return to the office, stay remote or go hybrid? Here's how partners can help. Continue Reading
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Guest Post
26 Apr 2021
What solution providers must know about fintech companies
Solution providers can help fintech companies by offering IT infrastructure expertise. Here are considerations for targeting this vertical market opportunity. Continue Reading
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Feature
25 Mar 2021
ClearScale telemedicine app uses range of Amazon services
Creative Practice Solutions, a medical consulting company, called on ClearScale to develop a telemedicine offering that lets physicians conduct and record remote patient visits. Continue Reading
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Tip
18 Mar 2021
Federal technology upgrade could see security, SaaS outlay
Channel partners expect major shifts in the government's technology priorities. Find out which IT trends are poised to shape spending in the coming years. Continue Reading
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Guest Post
05 Mar 2021
MSPs can't ignore the e-commerce trend
E-commerce has made it possible to buy practically anything online, but MSPs have shied away from this sales and marketing strategy. Dave Sobel says it's time to embrace the trend. Continue Reading
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Feature
22 Feb 2021
MSP buyers weigh M&A integration vs. independence
MSP M&A activity is surging as investment dollars flow into the sector. How buyers handle the post-acquisition environment will determine whether the combination succeeds. Continue Reading
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Guest Post
28 Jan 2021
Taking on today's free-for-all approach to higher ed tech
The rapid deployment of higher ed technology during the COVID-19 crisis has delivered mixed results. However, while challenges persist, the future looks bright. Continue Reading
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News
15 Jan 2021
Deloitte: Life sciences vertical taps cloud for R&D
The life sciences vertical has begun to fully embrace cloud computing, spurred on in part because of the COVID-19 pandemic, according to Deloitte research; other IT channel news. Continue Reading
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Feature
31 Dec 2020
4 considerations for rebranding a company in the MSP sector
Planning to rebrand? Here are some factors to consider, whether you're seeking a new look for a maturing business or a unified image that spans multiple acquisitions. Continue Reading
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Feature
14 Dec 2020
Vertical marketing strategies shouldn't dismiss QSR, retail
The pandemic has pummeled restaurants and retailers, but service providers could still find opportunities in areas ranging from contactless technology to virtual reality. Continue Reading
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News
04 Dec 2020
MSP M&A activity surges with more deals on tap for 2021
A recent frenzy of IT consultant and MSP M&A activity saw companies such as Logically, Sysnet, West Monroe and Deloitte expanding their capabilities; other IT channel news. Continue Reading
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Feature
24 Nov 2020
HPE GreenLake partners to help Kern County take control of IT
Kern County, Calif., faced a daunting challenge of reigning in costs and a sprawling technology ecosystem. HPE GreenLake and MSP Nth Generation were brought in to help. Continue Reading
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Feature
18 Nov 2020
MSP onboarding checklist: Top tips for developing a process
Establishing and standardizing an onboarding process can help ensure your client relationships begin strong. Experts share tips on how to develop an MSP onboarding checklist. Continue Reading
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Guest Post
16 Nov 2020
The importance of platforms and how MSPs can take advantage
Dave Sobel discusses Google's rebranding of G Suite to Google Workspace and how MSPs should focus on which platform they offer customers, not just operating systems. Continue Reading
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Feature
16 Nov 2020
6 tips for channel partner sales, marketing in turbulent times
The pandemic introduced a new set of challenges for channel partner sales and marketing. Here are six tips for how to better navigate today's complex business environment. Continue Reading
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News
13 Nov 2020
MSP sales, business plan key to 2021 success
Heading into 2021, IT service providers should put more than their usual attention on sales and business planning, according to speakers at IT Nation Connect; more news. Continue Reading
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Feature
12 Nov 2020
5 tips for building a successful MSP marketing strategy
MSPs need to develop a marketing strategy if they hope to grow beyond the startup stage. Industry executives share their views on everything to include in a marketing approach. Continue Reading
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Feature
11 Nov 2020
Key concepts of the MSP sales process
To grow a managed service provider business, companies must develop a consistent MSP sales process. Use these tips to build a strong sales arm for your business. Continue Reading
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Guest Post
23 Oct 2020
Why 'channel' is a confusing term for MSPs and what to use
Instead of using 'channel,' for marketing, Dave Sobel thinks that solutions providers should consider 'ecosystem,' as channel is too often linked to transactional partners. Continue Reading
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Feature
14 Oct 2020
Channel partners help solve retail industry challenges
Retailers are exploring a range of IT strategies to overcome pressures caused by the pandemic and fierce online competition. Find out how channel partners can help. Continue Reading
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Tip
12 Oct 2020
4 MSP pricing strategies for clients facing financial deficits
When managed IT services customers face revenue shortfalls, MSPs don't have to respond by offering discounts and taking a loss. Consider these MSP pricing options first. Continue Reading
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Feature
28 Aug 2020
Top virtual selling, consulting tips from IT channel firms
Even after the pandemic recedes, channel partners predict virtual selling to remain a piece of overall sales strategies. Use these tips to hone your remote sales approach. Continue Reading
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Guest Post
06 Aug 2020
Do brands managed service providers use matter to customers?
Dave Sobel argues that the brands MSPs choose to use largely don't matter to their customers; what customers do care about are the results of the managed services. Continue Reading
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Tip
31 Jul 2020
Tips for successful virtual sales and consulting meetings
Channel partners should learn to make the most of virtual sales and consulting meetings. Scott Ford of Pronesis Technology Group offers advice on tactics that work. Continue Reading
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Feature
31 Jul 2020
Remote learning technology emerges as top ed market focus
MSPs and consultants say customers in the education vertical are ramping up distance learning systems as they prepare for the new school year amid the COVID-19 pandemic. Continue Reading
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News
24 Jul 2020
Microsoft vertical strategy linked to SIs, ISVs
As Microsoft continues to push into vertical markets, the company wants to incorporate ISVs and systems integrators into its strategy; other news from the week. Continue Reading
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Feature
23 Jul 2020
How MSPs and MSSPs should market cybersecurity to find success
It's time for MSPs and MSSPs to reevaluate how they sell their security solutions. Dave Sobel offers his recommendations, such as emphasizing the human aspect of cyber attacks. Continue Reading
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News
22 Jul 2020
Microsoft identifies digital transformation opportunities
For Microsoft, digital transformation provides a large, growing market for its partner ecosystem. Specific opportunities include cloud migration, AI and virtual desktops. Continue Reading
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Feature
09 Jul 2020
Which MSP marketing tactics have the best results?
Reaching prospects and converting them into clients is a process involving some trial and error. Here's advice on finding the right marketing tactics for your MSP. Continue Reading
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Tip
07 Jul 2020
3 tips for marketing and selling MSP cybersecurity to SMBs
The growing demand for MSP cybersecurity services makes it more important to know how to effectively market and sell your offerings. Here are three ways to improve your approach. Continue Reading
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Feature
26 Jun 2020
The only MSP marketing and sales advice you need to hear
To succeed at MSP marketing and sales is actually quite simple, Dave Sobel contends. He explains the best way to handle MSP marketing and sales. Continue Reading
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News
22 May 2020
Veeam partner certifications soar
Veeam partner training and certification has seen significant uptake since the program's overhaul in early 2020, according to the vendor; more channel news from the week. Continue Reading
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Feature
06 May 2020
Data, not opinion, should drive MSP best practices
Dave Sobel breaks down why business leaders must use data instead of personal opinion to guide their business decisions and shares best practices for data-driven decision-making. Continue Reading
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Feature
27 Apr 2020
Partners donate technology, services to pandemic relief
IT services companies are contributing a mix of advice and cloud offerings to help research groups and other organizations battling the COVID-19 pandemic. Continue Reading
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Feature
22 Apr 2020
Accenture: Industrial digital transformation needs leaders
Leadership and execution are the keys to overcoming the potential pitfalls of industrial digitization, a process that redundant technology can hinder. Continue Reading
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Opinion
07 Apr 2020
How MSPs can overcome clients' cybersecurity fatigue
Cybersecurity fatigue can cause SMBs to avoid discussions about protecting their businesses. Net Sciences' Joshua Liberman explains how he changed his approach to selling security. Continue Reading
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Feature
30 Mar 2020
Rookie MSP marketing mistakes and how to fix them
Marketing is a stumbling block for most MSPs. Use these tips to resolve a range of problems involving company websites, marketing plans and advertising investments. Continue Reading
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Feature
28 Feb 2020
HPE channel partners grapple with shift to consultative sales
Hewlett Packard Enterprise seeks to align its channel partners with consultative sales strategies as the vendor looks to expand sales for GreenLake consumption-based offerings. Continue Reading
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Feature
06 Dec 2019
Desktop-as-a-service combo targets channel via Ingram Micro
Citrix, IGEL and Ingram Micro are collaborating on a desktop-as-a-service offering, which could provide channel partners with a mechanism for replacing clients' Windows 7 desktops. Continue Reading
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Blog Post
27 Nov 2019
Understanding co-managed IT services
MSPs sometimes avoid prospective clients that already have internal IT staff, but by taking the co-managed IT services approach, they don't have to. That's according to Bob Coppedge, owner of ... Continue Reading
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Feature
30 Sep 2019
PDU-UPS evolves slowly, offers partners modularity
Data center power infrastructure may not be the epicenter of IT innovation, but channel partners see vendors providing modularity, customization options and redundancy features. Continue Reading
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Feature
26 Sep 2019
Sales verticals and how MSPs can target them
Selling to vertical markets can seem like a daunting prospect for managed service providers. Read on for six tips to get you started on a vertical sales journey. Continue Reading
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Blog Post
06 Sep 2019
Digital transformation projects hit cultural, tech snags
Digital transformation projects are encountering organizational and technology hurdles that may open consulting opportunities for channel partners. Continue Reading
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Feature
29 Aug 2019
Develop a channel sales strategy for smart city projects
Channel partners can find roles in smart city initiatives by providing IT expertise, but firms should understand the challenges that government customers face before making a play. Continue Reading
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Feature
15 Aug 2019
Channel strategy glossary: Terms of the trade
Every tech field has its own terminology and the same holds true for the IT channel. Learn more about channel partner program vocabulary in this glossary. Continue Reading
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Blog Post
13 Aug 2019
The NetApp subscription model explained: A partner primer
The NetApp subscription model opens opportunities for recurring revenue and renewable customers, but only if NetApp partners focus on successful technology adoption. Continue Reading
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Blog Post
30 Jul 2019
Smart regions emerge as channel partner opportunity
Smart regions, which seek to unite neighboring cities and towns around joint smart city projects, have begun taking shape across the U.S. A pioneering force behind the emerging smart region trend ... Continue Reading
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News
30 Jul 2019
Cisco partners get digital marketing support
A Cisco marketing program is getting a new look as the vendor refreshes its partner marketing training and rolls out a new comarketing service focused on digital campaigns. Continue Reading
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News
24 Jul 2019
StorageCraft MSP offering, OneXafe Solo 300, targets small-biz backup
A new StorageCraft small-business backup and disaster recovery appliance targets managed service providers, which the company said have a chance to standardize their offerings. Continue Reading
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Blog Post
28 Jun 2019
Dell Technologies partners thrive under updated program
Dell Technologies continues to report strong channel growth and highlight the cross-selling opportunities inherent in its portfolio. Looking back at its fiscal year 2020 first quarter, which ended ... Continue Reading
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News
28 Jun 2019
Tata Consultancy Services launches center for retail transformation
Retail digital transformation is a key focus of a newly launched innovation and research center that Tata Consultancy Services unveiled in New York; more news from the week. Continue Reading
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News
21 Jun 2019
HPE partner enablement seeks greater unity with the channel
The latest HPE partner program updates made enablement an important theme, as the vendor transitions to a solutions-oriented sales approach; other news from the week. Continue Reading
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Feature
30 Apr 2019
ITSM software market: Insight for channel partners
Need advice on how to approach the IT service management market? This article aims to help channel firms refine their strategies around ITSM technology. Continue Reading
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Blog Post
26 Apr 2019
Logicalis highlights IT trends in education vertical
Logicalis' work in the education vertical market is shedding light on emerging IT trends in K-12 and higher education. The New York-based IT solution and managed services provider runs a government ... Continue Reading
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Blog Post
12 Mar 2019
HPE Partner Ready highlights solution architect role in channel sales
Hewlett Packard Enterprise has rolled out a new technical enablement resource that targets HPE partner solution architects. The Tech Pro Community, launched globally today, aims to connect solution ... Continue Reading
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Feature
21 Feb 2019
How to succeed at managed services marketing
The marketing formula at service provider DynTek includes executive briefings, messaging around innovation and transformation, and a blend of traditional and digital techniques. Continue Reading
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News
13 Feb 2019
IBM sales strategy enlists users as product partners
Big Blue's decision to revert to an old IBM sales strategy -- selling products and co-creating packages with users -- could better position the company in hybrid cloud and AI markets. Continue Reading
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Tip
14 Dec 2018
7 channel marketing strategy tips for 21st-century success
Channel companies need to develop a marketing strategy that goes beyond word of mouth and vendors' programs. Those alone just don't cut it these days. Continue Reading
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Tutorial
26 Oct 2018
Blockchain: Oil and gas emerges as consulting market
Blockchain opportunities in the oil and gas sector are beginning to surface, attracting the attention of consulting firms and integrators such as Accenture, Deloitte and Quisitive. Continue Reading
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Feature
21 Sep 2018
Marketing for MSPs: How to target SMB customers
When it comes to targeting SMBs, partners often trip up in their sales and marketing efforts. Channel experts discuss sales and marketing for MSP businesses and the common mistakes. Continue Reading
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News
19 Sep 2018
Life sciences cloud: Accenture, Merck, AWS team on platform
Accenture, Merck and Amazon Web Services are collaborating on a life sciences informatics platform that addresses key process bottlenecks in pharmaceutical research and development. Continue Reading
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Definition
13 Sep 2018
market development funds (MDF)
Market development funds (MDF) are a resource that a vendor grants to its indirect sales channel partners to help the channel with sales and marketing programs. Continue Reading
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News
07 Sep 2018
Kabbage: Line-of-credit product can boost channel margins
Kabbage financing is now available as a product that channel partners can offer their small-business customers, which can use the Kabbage line of credit for any product or service. Continue Reading
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Feature
04 Sep 2018
How to develop IT services for healthcare vertical opportunities
When it comes to vertical markets, healthcare offers a wealth of opportunities for MSPs. IT services providers share tips for building a healthcare-focused practice. Continue Reading
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News
18 Jul 2018
Microsoft Inspire 2018: Industry focus, co-selling among top trends
At Microsoft Inspire 2018, the software giant emphasized its industry focus and asked partners to develop solutions that build on its Microsoft Azure platform and other core offerings. Continue Reading
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Feature
05 Jul 2018
Public sector technology: New FY brings IT uncertainties
State government IT could run into shifting priorities with 36 governorships in play this fall, but areas such as cloud are expected to see public sector technology investment. Continue Reading
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News
20 Jun 2018
DattoCon 2018: Focus on MSPs poised for SMB growth
The MSP industry has good prospects for growth in the SMB space as company valuations increase, but the firms with the greatest focus are more likely to reap the rewards. Continue Reading
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Feature
06 Apr 2018
Digital transformation for insurance firms drives IT business
IT service firms are finding new opportunities as insurers pursue digital transformation initiatives and deploy emerging technologies such as robotic process automation. Continue Reading
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News
28 Mar 2018
IBM marketing strategy to better educate SMBs on new offerings
After a bold transformation, many small and medium-sized businesses have yet to wrap their heads around what IBM offers today. The IBM marketing strategy will soon address that. Continue Reading
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Feature
30 Jan 2018
Cloud for healthcare: What is the role of IT channel firms?
Healthcare providers are under greater pressure to pursue digital transformation this year. Learn how partners can aid cloud for healthcare initiatives. Continue Reading
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News
01 Dec 2017
Digital transformation: Services firms may find work across verticals
An Ovum survey paints a picture of opportunity for IT services firms: Only a handful of IT execs believe they have fully realized digital transformation; other news from the week. Continue Reading
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News
24 Oct 2017
Channel firms benefit from Docker MTA strategy
The Modernize Traditional Applications program, unveiled at DockerCon 2017, is seeing traction among customers interested in adopting container technology, Docker partners said. Continue Reading
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Feature
29 Sep 2017
Federal IT budget: Look for security, cloud spending in 2018
Industry executives cited an uptick in federal IT procurement activity during the government's fiscal fourth quarter and expected FY 2018 to feature security and cloud investments. Continue Reading