Rethinking Backup in a Multifaceted World
Backup is an essential part of data protection and operational risk management. Gone are the days when it was as simple as plugging in a disk and copying files. Today, solution providers must craft...
View ArticleChange the Conversation, Change the Sale
Solution providers have traditionally sold to other techies, but the buyer is increasingly not a techie --they are business people with different needs and objectives. Success is often a result of...
View ArticleBackup Is About Never Having to Say Sorry
Some people say data backup and disaster recovery is about protection. It is, but it’s also so much more. It’s about assurance that a business will remain operational and productive despite whatever...
View ArticleIT Skill Shortage Is Services Value Driver
Hiring managers face a job market in which people don't have the skills to fulfill current technology needs. Nowhere is this truer than in security, where technology advances more quickly because of...
View ArticleBackup Isn’t a Product – It’s a Process
Backup products and services are in high demand. Solution providers shouldn't think of backup and data protection as a one-time sale; rather it’s an opportunity to add continuous value through a...
View ArticleFinding Value in Business Outcomes
Simple, straightforward IT products and services often have more enterprise value because they do what they’re designed to do with ease.The post Finding Value in Business Outcomes appeared first on...
View ArticleThe Decision-Maker Is Not Just IT
When it comes to technology sales and professional services, your target audience is changing. As more and more end users continue to change their focus from back-office IT to front-office IT, the IT...
View ArticleGood Teaming Starts With Prenups
Partnerships are like marriages, in which two parties come together in a relationship of happy outcomes. Not all relationships are blissful, which is why agreements are needed to ensure everyone knows...
View ArticleKeeping Up as Back-up Moves Out Front
Backup and recovery could once have earned a set-and-forget mentality, but these days solution providers must to do a lot more -- not just to maximize profits and increase ROI, but to stay in the...
View ArticleSecurity Remains Great Growth Bet
As Gartner recently reported, the security market grew nearly 8 percent in 2012, and the prospects for continued and sustained growth are high. Here are a few reasons why security is and remains a...
View ArticlePartners Need to Demonstrate Value to Vendors
Solution providers often speak about how vendors don’t understand their businesses or appreciate their contributions to the sales process and customer relationship. Partners do add value, and it’s up...
View ArticleSales Responsibility Belongs to Everyone
Staff members are focused on their line of business expertise, roles and tasks in their organization, while sales and revenue fall to sales professionals. In truth, though, everyone’s job is sales, and...
View ArticleAsset Lifecycle Management Is All About Recycling
Every year vendors come out with new devices -- smartphones, tablets, PCs -- with the intent of getting customers to decommission older versions. The problem is these old devices are bad for the...
View ArticleHow Vendor Acquisitions Are Good for the Channel
Solution providers cringe when vendors snap up companies through acquisitions. While vendor integration is sometimes painful, especially for partners, it serves a higher purpose that ultimately...
View ArticleTake Aim at Health Care Opportunities With Backup Services
The health care industry is fertile ground for IT solution providers. The trick is knowing your SMB selling audience, understanding their needs and delivering on backup and security requirements.The...
View Article4 Ways SMBs Benefit From Virtualization
Enterprises have been virtualizing servers and storage for years. What hasn’t happened, though, is virtualization extending to the SMB level. We take a look at four ways to change that.The post 4 Ways...
View ArticleEveryone Needs a Finely Crafted Elevator Pitch
To say every company needs an elevator pitch sounds cliché, but you never know when one of your employees will be standing next to a potential customer. You need to ensure they know how to express your...
View ArticleSolution Providers Must Embrace All Flavors of Mobility
Mobility offers a computing paradigm with new rules -- to fully embrace the inherent opportunities, it’s important to understand the evolving challenges.The post Solution Providers Must Embrace All...
View ArticleManaged Print Offers Window to Mobility
Savvy solution providers can leverage their managed print services into leading indicators of business mobility and cloud computing needs. The post Managed Print Offers Window to Mobility appeared...
View ArticleWindows 8: A Conversation Starter
Analysts and pundits may debate how well Windows 8 is selling, but it doesn’t matter. The operating system is here, and it’s dragging a number of new products into the channel. This isn’t just an...
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