Who is better suited to serve the MPS market -- the value-added IT reseller, or the BTA dealer steeped in traditional printing technology?
Businesses of all shapes and sizes need best practices to satisfy and keep their customers.
Since the NSA eavesdropping scandal broke last summer, many companies have turned to encryption to protect data and keep unauthorized parties from snooping. While effective, it's not the only thing businesses need to safeguard.
A bracing revelations in the new Intronis ebook: how much solution providers depend on reactionary forces to engage and sell backup and recovery services.
It's that time of the year when our inboxes are flooded with lists of the best and worst things in security. While entertaining, they're not entirely useful. To get a real security conversation started, ask about 2014 plans.
Today's digital signage is leveraging advanced technologies that make the form far more interactive and useful for both the viewer and the provider.
Which is more important, sales or marketing? Neither and both. Successful companies master the fine art of melding sales and marketing into a seamless customer team that demonstrates value.
With use of virtualization expanding in businesses of all types, solution providers face a growing imperative to protect virtual systems and the critical data they contain.
Consumers aren't the only ones spending money on Black Friday. Act now to capture Q4 business from clients with budget to burn -- and start planning ahead for 2014.
Two decades ago, marketing guru Geoffrey Moore prescribed the way to go to vertical markets with technology products. In the age of managed services and cloud computing, the same principles still apply, and here's how you leverage them.
The rapid increase in bring-your-own-device initiatives in SMBs has put mobile device management on the radar of just about every solution provider.
Thwarting sophisticated attacks requires layers of technology that share and correlate data into actionable intelligence. This opens new and broader sales opportunities for savvy solution providers.
These are difficult times for partners focused on selling to the federal government. How partners can optimize their public-sector business in the short term while shepherding clients toward the next generation of government IT?
The original HIPAA and HITECH regs that govern health care organizations and insurance carriers handling protected health information (PHI) have expanded to include third-party partners, known as 'business associates.'
Cloud is the best thing ever to happen to the channel: the ultimate stickiness and the opportunity to reclaim healthy margins while taking pain away from customers.
Security spending is expected to increase at the healthy rate this year. When businesses invest in security, it's an opportunity sell more than just security products.
There's a symbiotic relationship in the power of encouragement, partnership and mentorship by a trusted advisor. Partners must make the customer's IT leader a hero, then sit back and watch them succeed to the lasting benefit of all involved.
Spending on IT initiatives in the classroom is rising, and solution providers have to learn how to sell to the education vertical and appeal to its needs.
Digital signage adoption is increasing as display prices continue to fall and management software and infrastructure improves. Selling and supporting digital signage goes beyond the hardware and software; value is about content creation and management....
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 opportunity to sell a new version of Windows, but to start...
Savvy solution providers can leverage their managed print services into leading indicators of business mobility and cloud computing needs.
Mobility offers a computing paradigm with new rules -- to fully embrace the inherent opportunities, it's important to understand the evolving challenges.
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 unique value proposition when they only have seconds....
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.