Sales & Marketing

Promising Outlook For The Tech Market In 2018
Promising Outlook For The Tech Market In 2018

Forrester forecasts 4.8 to 5.2 percent U.S. tech spending growth in 2018. Here's more detail on this year's tech spending forecast, and why it bodes well for the channel.

  • Nurturing Salesmanship
    Nurturing Salesmanship

    Sales hiring and management are consistently among the top three challenges VAR and MSP executives face. Trouble justifying a first sales salary and commission structure, learning to let go of the reins, refining sales processes to reflect corporate culture, and managing sales efforts to standard are common refrains.

  • Why VARs And MSPs Are Key To The Data Security Solution
    Why VARs And MSPs Are Key To The Data Security Solution

    Secure Ideas’ Senior Security Consultant Nathan Sweaney sat down with Channel Executive to discuss the channel’s role in data security.

  • The Channel’s Top 3 Tech, Business, And Industry Trends In 2018
    The Channel’s Top 3 Tech, Business, And Industry Trends In 2018

    Q4 2017 was an exciting time to begin charting the course for 2018. We held our Q4 peer group meetings, engaged at ConnectWise’s IT Nation, and experienced Salesforce’s Dreamforce conference. Broad takeaways? Here are our top 3 trends in technology, business, and industry for 2018.

  • Why IT Services Must Become Data Services
    Why IT Services Must Become Data Services

    If hardware margins & services commoditization have you down? It's time to wrap your brain around the customer data you've been merely facilitating, and develop ways to help those customers exploit it.

  • Ask The Board
    Ask The Board

    A: OMNICHANNEL IS A TERM THAT HAS BEEN USED FOR THE LAST FEW YEARS, and it has as many definitions as there are people defining it. One commonality is that the concept means “connected.” Whether shopping in-store, online by mobile device, on a tablet, or from a computer, gaming console, or kiosk, customers want a seamless experience. From the shopper’s perspective, the lines between channels are blurred to the point that there is no noticeable difference whether they’re online or offline.

  • What’s Driving SaaS Emergence In The Channel?
    What’s Driving SaaS Emergence In The Channel?

    Get an exclusive look into CompTIA’s latest research examining the burgeoning channel ecosystem building around the SaaS community.

  • Rediscovering The IT Value Proposition
    Rediscovering The IT Value Proposition

    When I started my first technology company in 1998 and when launching its successor in 2007, the term IT consulting was synonymous with IT support; they were interchangeable. The business model was hands-on, we intentionally involved ourselves within the customer’s organizational planning, and we went out of our way to create tangible value beyond the ticket SLA. The relationship was defined by our investment in the nontechnical elements, not necessarily by “effective rates,” or “onsite requirements.” This consultative- and advisor-driven approach was centric to the relationship.

  • The Traditional POS Industry Is Dead As New Retail Tech Opportunities Grow
    The Traditional POS Industry Is Dead As New Retail Tech Opportunities Grow

    A few years ago, WIRED magazine’s cover pronounced that the web is dead. The story went on to say that the world wide web that we had known for the past two decades was being replaced by more efficient cloud-based mobile applications, eliminating the need for a browser to sit between software applications and users of those services and content being delivered over the internet.

  • When Channel Vendors Sell Direct
    When Channel Vendors Sell Direct

    Award-winning, high-tech sales professional and founder of DLH Services, LLC, Dede Haas creates innovative and successful channel sales solutions for vendors and their channel partners. This month, Haas explores direct and indirect vendor sales dynamics with two members of The ASCII Group, a 1,300-member group of North American VARs, solutions providers, and MSPs offering services to help its members grow their businesses.

  • Top Three Retail Trends For 2018 And What They Mean For Resellers
    Top Three Retail Trends For 2018 And What They Mean For Resellers

    By nearly all accounts, 2017 has been a rough year for retailers. We kicked off the year with a panic attack about the death of retail (which was indeed exaggerated) and worked through further panic attacks driven by Walmart’s aggressive moves into e-commerce and Amazon’s aggressive moves into brick-and-mortar.

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