Technology Resources

  1. On Selling Digital Transformation
    9/1/2017

    TechTarget defines digital transformation as the reworking of the products, processes, and strategies within an organization by leveraging current technologies. MIT Sloan and CapGemini define it even more simply as the use of technology to radically improve the performance or reach of enterprises.

  2. Valiant Sales Management
    9/1/2017

    AT A SMALL SCALE, the typical MSP owner is the “account manager” (aka the “VCIO”) for all accounts. If they’re good at their job, the client base expands, and eventually the boss gets overwhelmed. Clients get cranky at the lack of care and feeding beyond the basic helpdesk, and a new account manager must be added from outside or promoted from within.

  3. Defining Success In The Age Of Digital Transformation
    9/1/2017

    IT service providers are under pressure to assist customers with one of the most daunting technology shifts in many years. What does it mean to be a true partner in this challenge?

  4. One Portal For Partner Programs?
    9/1/2017

    We live in a digital-first world, and the shift has happened very quickly.

  5. Cybercrime: The Channel’s Chance To Shine
    9/1/2017

    The underserved small to midsize enterprise market provides new opportunities to managed services providers (MSPs) and resellers.

  6. Living (And Betting) On The Edge
    9/1/2017

    Why Black Box Networks is going all in on edge-of-the-network solution sales and support, and how it plans to win there.

  7. Logicalis’ 5-Point Digital Transformation Strategy
    9/1/2017

    Inside $1.5 billion Logicalis' transition from Mega-VAR to leader of the digital transformation phenomenon.

  8. POSitive Technology’s Journey To Total Retail Solutions Provider
    7/1/2017

    Why one VAR’s path to international growth required it to become a cloud-enabled ISV.

  9. Meeting Client Video Surveillance Requirements: Would A Court Agree?
    7/1/2017

    Networked video surveillance sales are hot for VARs and MSPs. Are all those camera installs mitigating risk for your customers or causing it? Why should you care?

  10. Storage, Networking Sales Drying Up?
    7/1/2017

    Just as Microsoft proved its ability to shake up VMWare’s stronghold on the hypervisor world, Kurth predicts the company will use the same tactics to broach the high-margin and historically protected storage and networking markets.