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Channel Central



Business Value is Key

Some emerging technologies gain acceptance more quickly than others. How quickly a technology takes hold has a lot to do with cost, business value proposition and ease of deployment.

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Outsourcing Is Here To Stay

Since outsourcing remains a popular method with boardrooms for curtailing IT costs, channel companies should pay attention to the types of services and technology that are being outsourced. For instance, application and Web development and systems integration are among the most commonly outsourced activities.

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Online Storage for VARs

Online storage has some great selling advantages for continuous data protection, complete with off-site replication and a redundant physical location for disaster recovery.

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Leaving Money on the Table

More than one channel partner has a tale to tell about following vendor guidelines and spending money out of pocket, only to be frustrated when requests for co-marketing funds are denied, or solution providers taking shotgun approaches to marketing and getting minimal-to-no results.

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Commentary

Understanding the SMB Opportunity By Tiffani Bova

Tiffani Bova Overzealous solution providers new to the small and midsize business markets often look at the recent momentum in that space and dive into it blindly, expecting instant success. This is regrettable and has created a gold rush effect. To be sure, the SMB market is sizable, Gartner has gathered the following statistics on the market. READ MORE >>



Trained Staffs Lead to Sales By Michael Vizard

Michael Vizard Vendors usually go to great lengths to train sales forces not only to recruit new customers but also to make sure that as many products as possible are sold into existing accounts. And woe to the salesperson who sells only low-margin products into those accounts while ignoring high-margin products that bolster the bottom line. READ MORE >>



 

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