MSP sales and marketing
Features on marketing managed services, pursuing vertical market segments, co-selling with partners and keeping the sales pipeline stocked.
Top Stories
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Tip
07 Mar 2024
Marketing automation checklist for SMB buyers
How can SMBs and small marketing teams develop a proper marketing automation strategy? With a checklist. Here's what to include in a checklist for a successful strategy. Continue Reading
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Feature
12 Feb 2024
10 marketing trends to watch for in 2024
Marketers in 2024 must embrace AI, voice search, chatbots, personalized marketing, video, social commerce, influencers, VR, sustainability and big data for a competitive edge. Continue Reading
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Tip
07 Mar 2024
Marketing automation checklist for SMB buyers
How can SMBs and small marketing teams develop a proper marketing automation strategy? With a checklist. Here's what to include in a checklist for a successful strategy. Continue Reading
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Feature
12 Feb 2024
10 marketing trends to watch for in 2024
Marketers in 2024 must embrace AI, voice search, chatbots, personalized marketing, video, social commerce, influencers, VR, sustainability and big data for a competitive edge. Continue Reading
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Definition
29 Jan 2024
competitive differentiation
Competitive differentiation is a strategic positioning tactic an organization can undertake to set its products, services and brands apart from those of its competitors. Continue Reading
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News
23 Jan 2024
IT services market demands grow, complicating staffing
Gartner forecasts IT services spending will reach $2.1 trillion in 2027, nearly double 2021 spending. Service providers will pursue a mix of talent strategies to meet demand. Continue Reading
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Tip
18 Jan 2024
8 types of marketing automation, with examples
Just as there are different types of marketing, automation types differ, too. Explore real-world examples of each type and learn how businesses can benefit from them. Continue Reading
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Definition
16 Jan 2024
martech (marketing technology)
Martech (marketing technology) refers to the integration of software tools, platforms, and applications designed to streamline and enhance marketing efforts. Continue Reading
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Definition
11 Jan 2024
transactional marketing
Transactional marketing is a business strategy that focuses on single, point-of-sale transactions. Continue Reading
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Definition
30 Nov 2023
targeted ad (targeted advertising)
A targeted ad, or targeted advertising, is a method of displaying advertisements to a specific group of people based on their demographics, behavior, interests, or other criteria. Continue Reading
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Tip
29 Nov 2023
Top 5 benefits of marketing automation
If an organization wants to help its marketers, it must invest in marketing automation. This software offers benefits such as better lead conversion and data collection. Continue Reading
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Definition
21 Nov 2023
customer profiling
Customer profiling is the detailed and systematic process of constructing a clear portrait of a company's ideal customer by gathering and analyzing information about their demographic, psychographic and behavioral attributes. Continue Reading
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Answer
21 Nov 2023
Sales enablement vs. sales operations: What's the difference?
Sales enablement and sales operations strategies have a shared goal -- to make the sales team successful and bring in more customers -- yet have different methods of reaching it. Continue Reading
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Definition
20 Nov 2023
customer insight (consumer insight)
Customer insight, also known as consumer insight, is the understanding and interpretation of customer data, behaviors and feedback into conclusions that can be used to improve product development and customer support. Continue Reading
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Definition
02 Nov 2023
high-touch customer service
High-touch customer service is a category of contact center interaction that requires human interaction. Continue Reading
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Definition
30 Oct 2023
digital marketing
Digital marketing is the promotion and marketing of goods and services to consumers through digital channels and electronic technologies. Continue Reading
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Definition
25 Oct 2023
customer effort score (CES)
Customer effort score (CES) is a system for evaluating how much effort is required on the part of a customer to achieve satisfaction in their experience with a company. Continue Reading
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Definition
20 Oct 2023
chief marketing officer (CMO)
A chief marketing officer (CMO) is a C-suite executive responsible for overseeing the planning, development and execution of an organization's marketing and advertising initiatives. Continue Reading
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Definition
19 Sep 2023
Salesforce Commerce Cloud
Salesforce Commerce Cloud is a cloud-based suite of products that enable e-commerce businesses to set up e-commerce sites, drive more automation and provide customers with seamless shopping experiences. Continue Reading
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Definition
13 Sep 2023
gamification
Gamification is a strategy that integrates entertaining and immersive gaming elements into nongame contexts to enhance engagement and motivate certain behaviors. Continue Reading
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Definition
12 Sep 2023
omnichannel
Omnichannel -- also spelled omni-channel -- is an approach to sales, marketing and customer support that seeks to provide customers with a seamless and unified brand experience, regardless of which channel they use. Continue Reading
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Answer
06 Sep 2023
What does a sales enablement manager do?
A sales enablement manager helps sales reps boost productivity and improves their workflows to generate more revenue. Some organizations may have a full sales enablement team. Continue Reading
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Tip
29 Aug 2023
10 sales enablement best practices
A proper sales enablement strategy can help businesses improve revenue, training for sales teams and overall CX. And, with the right tools, teams can become more efficient. Continue Reading
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Definition
28 Aug 2023
account mapping
Account mapping is a strategic process that involves researching and visually organizing the key stakeholders, decision-makers and influencers within a target customer's organization. Continue Reading
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News
28 Aug 2023
Ukraine IT outsourcing dips, but startups bring new energy
Ukrainian IT services exports declined 9.3% in the first half of 2023 amid war and global economic slowdown. Resilient infrastructure and AI startups offer bright spots, however. Continue Reading
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Definition
23 Aug 2023
brand recognition
Brand recognition is the extent to which a consumer can correctly identify a particular product or service just by viewing the product or service's logo, tag line, packaging or advertising campaign. Continue Reading
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Definition
22 Aug 2023
account-based selling
Account-based selling (ABS) is a strategic sales approach in business-to-business sales and marketing that centers around building highly personalized and targeted relationships with specific high-value accounts. Continue Reading
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Definition
14 Aug 2023
rainmaker
A rainmaker is an individual who generates an unusually high amount of revenue for an organization by bringing new clients and new business to the company. Continue Reading
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Definition
10 Aug 2023
content personalization
Content personalization is a branding and marketing strategy in which webpages, email and other forms of content are tailored to match the characteristics, preferences or behaviors of individual users. Continue Reading
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News
07 Aug 2023
Google Cloud partner ecosystem ramps up for generative AI
Companies such as 66degrees and Capgemini aim to build generative AI tools using Google's platforms, offering enterprise customers industry and process expertise. Continue Reading
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News
17 Jul 2023
AI, cloud trends shape next-gen managed services offerings
Service providers are launching new services, capabilities and delivery models to meet the needs of customers grappling with AI and complex cloud environments. Continue Reading
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Answer
14 Jul 2023
How does bulk SMS marketing work?
To start a bulk SMS marketing strategy, marketers should create message templates, monitor engagement and ensure that customers can opt in or out of communications. Continue Reading
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Tip
07 Jul 2023
7 benefits of SMS marketing
An SMS marketing strategy can benefit organizations and customers alike, with tactics like personalization, real-time results and communication, and loyalty between both parties. Continue Reading
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News
26 Jun 2023
Partners: IT investment balances innovation, optimization
IT service executives expect to see customers pursue the transformative potential of AI and cloud in the second half of 2023 -- while keeping a close watch on costs and results. Continue Reading
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Tip
12 Jun 2023
Top 9 best SMS marketing examples, with templates
How can marketers write the perfect text message to engage customers? Templates can help. Explore examples of common SMS marketing messages, like product alerts and event invites. Continue Reading
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News
22 May 2023
Startup partnerships play bigger role in challenging market
Channel allies become more valuable as startups look for cost-efficient routes to market and vie to stand out in crowded sectors such as cybersecurity. Continue Reading
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Definition
22 May 2023
marketecture (marchitecture)
Marketecture (also known as marchitecture) refers to non-technical descriptions of a company's products or services that let various stakeholders understand the product's core functionality and how it works with other products as part of a broader ecosystem. Continue Reading
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Feature
16 May 2023
4 key ways partners sharpen digital transformation strategy
IT service providers employ methodologies, tools and platforms to keep initiatives on track. Their efforts aim to prevent projects from stalling before they deliver the goods. Continue Reading
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News
24 Apr 2023
AWS partner ecosystem changes involve ISVs, generative AI
The cloud platform provider makes matches among ISVs and systems integrators as it cultivates AI relationships and simplifies its global partner programs. Continue Reading
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News
10 Apr 2023
IT services market size expands amid mixed economic signals
Market watchers forecast continued growth in the tech services sector, while U.S. payrolls expand, albeit at a slower pace. Continue Reading
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News
20 Mar 2023
VMware Partner Connect reboots with accent on SaaS
VMware's partner program gets a new look as the company invests in the subscription model; Endor Labs, Graphiant and TrueFort also launch or update channel efforts. Continue Reading
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News
27 Feb 2023
Ukrainian tech companies persist as war passes 1-year mark
Software and services companies are adding personnel and expanding their offerings, as venture funds invest in tech startups with an eye toward building 'Ukraine 2.0.' Continue Reading
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News
13 Feb 2023
Mixed news for enterprise network infrastructure upgrades
Businesses working with aging network architectures could use a tech refresh. While the easing of equipment backlogs works in their favor, budgets could hold them back. Continue Reading
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Definition
31 Jan 2023
Facebook wall
A Facebook wall refers to the space on a Facebook user's profile where other users can post messages, pictures, videos and other digital content for their friends or the public to see. Continue Reading
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News
30 Jan 2023
ServiceNow partner program ups standards, differentiation
Program participants believe the SaaS provider's updated program offers greater clarity around expectations and a path toward greater partner differentiation. Continue Reading
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Guest Post
27 Jan 2023
How to kickstart 2023 with effective automation systems
Technologies such as robotic process automation, generative AI and collaborative robots can help organizations reduce risk and improve results in a range of industries. Continue Reading
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Feature
18 Jan 2023
Service providers explore 2023 technology trends
The uncertain economy influences the technology developments service providers expect to see in 2023, with customers likely to optimize and integrate existing assets. Continue Reading
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News
10 Jan 2023
New year, new partner go-to-market strategy
The partner ecosystem continues to evolve as companies deal with emerging technologies and business models. Here's what SoftwareOne, Johnson Controls and IBM are pursuing. Continue Reading
- Definition 21 Dec 2022
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Feature
05 Dec 2022
8 IT services industry trends to watch in 2023
Economic uncertainty complicates the business outlook for professional services firms MSPs. The environment could reinforce cloud projects but curtail large-scale transformation. Continue Reading
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News
25 Oct 2022
IT services market size set to grow 7.9% in 2023
CIOs next year are likely to summon service providers, once more, into the breach as they look to overcome the skills gap and accelerate digital transformation. Continue Reading
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News
03 Oct 2022
Channel partner programs evolve amid digital transformation
A series of channel partner program relaunches that will continue into early 2023 reflect a shift to business outcomes, varied business models and subscription-based selling. Continue Reading
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Feature
30 Sep 2022
Top 5 trends for the future of marketing
Text messaging, hybrid experiences and Web3 may play key roles in the future of marketing. Learn how to fit these trends into marketing strategies moving forward. Continue Reading
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Feature
28 Sep 2022
New go-to-market strategy key to selling HPE GreenLake
Read about a trailblazing Canadian service provider's journey with the as-a-service hardware and software platform -- and the insights it gleaned along the way. Continue Reading
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Guest Post
09 Sep 2022
Framing cybersecurity as a tax on businesses
MSPs struggling to sell cybersecurity might consider positioning such offerings as a necessary expense akin to taxes -- and acknowledge clients would prefer to invest elsewhere. Continue Reading
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Definition
01 Sep 2022
unique selling point (USP)
A unique selling point (USP), also called a unique selling proposition, is a marketing statement that differentiates a product or brand from its competitors. Continue Reading
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Feature
12 Aug 2022
Atlassian partners cite cloud migration, ITSM growth
The software company offers a range of partner opportunities as it pursues digital transformation and transitions from server products to cloud-based offerings. Continue Reading
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News
08 Aug 2022
Partner ecosystem economy bucks market turbulence
A key index reports unexpected service sector growth, while digital services M&A could overtake 2021 deal volume and value levels; more IT channel news. Continue Reading
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Feature
03 Aug 2022
Low-code/no-code platforms for MSPs' in-house, external use
Service providers gain agility and efficiency benefits when using these emerging development platforms, and also land consulting opportunities with clients. Continue Reading
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News
01 Aug 2022
Will cloud, IT services prove recession-resistant businesses?
Partners expect demand for their offerings to endure through economic turbulence and, to some extent, because of the unsettling times; more IT channel news. Continue Reading
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News
26 Jul 2022
Microsoft partner ecosystem revved up, riled by 2022 event
A contact center product launch, a space industry community and an upcoming partner program revamp topped the list of Microsoft Inspire developments; more IT channel news. Continue Reading
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Guest Post
22 Jul 2022
Recruiters look for range of qualities in MSP job candidates
It's hard to hire employees with technical experience and an MSP background, but recruiters who understand what motivates potential employees can find good candidates. Continue Reading
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Definition
21 Jul 2022
brand
A brand is a product, service or concept that is publicly distinguished from other products, services or concepts so that it can be easily communicated and usually marketed. Continue Reading
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Feature
20 Jul 2022
Partners see growth in maturing on-premises cloud technology
Colocation, data-center-as-a-service offerings and cloud-like consumption models offer customers alternatives -- or adjuncts -- to public cloud platforms. Continue Reading
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News
20 Jul 2022
Microsoft Inspire 2022 points to 'digital imperative'
Microsoft CEO Satya Nadella encouraged partners to push beyond digital transformation, while the company's channel executives updated the company's industry push. Continue Reading
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Definition
19 Jul 2022
test marketing
Test marketing is a method that aims to explore consumer response to a product or marketing campaign by making it available on a limited basis to test markets before a wider release. Continue Reading
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News
18 Jul 2022
Consultants, software developers in Ukraine find ways to grow
Partners in the Ukrainian custom software and consulting sector continue to expand customer projects and win new business despite the war; more IT channel news. Continue Reading
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Feature
13 Jul 2022
Partners weigh OEMs' private cloud options for clients
Dell Apex, HPE GreenLake and NetApp Keystone are among the pay-per-use hardware platforms partners can offer clients considering alternatives to the public cloud. Continue Reading
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Feature
12 Jul 2022
The benefits and drawbacks of co-creating innovation
Collaborating ecosystem partners can access a broader range of talent and accelerate time to market, but they must closely manage their relationships. Continue Reading
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Tip
06 Jul 2022
Measuring innovation success in co-innovation partnerships
Profits are an obvious way to measure business success, but to measure co-innovation partnerships, parties must also identify intangible benefits, such as knowledge acquired. Continue Reading
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News
27 Jun 2022
HPE partner program spans the as-a-service ecosystem
The initiative accommodates partners that integrate, sell or provide services around Hewlett Packard Enterprise's as-a-service portfolio; more IT channel news. Continue Reading
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News
20 Jun 2022
AWS partner ecosystem finds bigger deals in Marketplace
An economic analysis suggested channel companies benefit when they conduct transactions on the hyperscaler's online selling platform; more IT channel news. Continue Reading
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Opinion
17 Jun 2022
The cloud is changing the channel, and customers win
The Ingram Micro Cloud Summit called for channel partners to develop intellectual property around cloud offerings and emphasize customer success to boost retention. Continue Reading
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Definition
13 Jun 2022
Facebook status
A Facebook status is a social media update feature that enables users to discuss their thoughts, whereabouts or important information with their friends from their Facebook profile. Continue Reading
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News
06 Jun 2022
In digital transformation, telecom needs a partner boost
Legacy business models and risk avoidance leave many telecom firms behind in the race to innovate, but the partner ecosystem could spark their progress; more IT channel news. Continue Reading
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News
25 May 2022
IBM Ecosystem plans to expand sales lifecycle support
The technology company plans to address training and benefits as it looks to help partners earlier on in the sales process as well as during a project's implementation phase. Continue Reading
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News
16 May 2022
Partners become central to SAP industry cloud business
At SAP Sapphire 2022, the software company highlighted partnerships with consulting firms that emphasized their vertical market acumen; more IT channel news. Continue Reading
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Guest Post
13 May 2022
Understand online marketplaces, SLOs for providers
Service providers can engage in online marketplaces and use service-level objectives to understand their application's behaviors and its effect on customers. Continue Reading
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News
09 May 2022
AWS partners get skills-building, co-selling investment
The cloud platform provider aims to address the challenging labor market, which it views as the primary obstacle to partner growth; other IT channel news. Continue Reading
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Feature
03 May 2022
Partner ecosystem strategy: Co-innovation and other variants
Co-innovation, generative partnering and co-creation describe alliances among customers, service providers and tech vendors. But what do the terms mean and what are the benefits? Continue Reading
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Definition
02 May 2022
internal marketing
Internal marketing is the promotion of a company's objectives, products and services to employees within the organization. Continue Reading
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Definition
29 Apr 2022
net price
The net price is the value at which a product or service is sold after all taxes and other costs are added and all discounts subtracted. Continue Reading
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Feature
25 Apr 2022
Partners cite reinforcement learning use cases, gradual uptake
Consultants view reinforcement learning as a tool for decision-making at scale and a way to solve optimization problems, but its capabilities remain a mystery for some customers. Continue Reading
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Feature
19 Apr 2022
Consultants see retail payment systems adapt to pandemic
A mix of consulting and integration opportunities could drive partner business, as retailers look to adopt omnichannel technologies and hybrid sales models. Continue Reading
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Guest Post
19 Apr 2022
Subscription models shape future of IT services providers
Forrester researcher Jay McBain discusses how subscription models work, how to look at customer behaviors in a trusted way and where IT services providers should invest. Continue Reading
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News
18 Apr 2022
Partners bring hybrid workplace technology to market
NWN Carousel and ROI Communications are among the service providers creating offerings for customers pursuing flexible work models; more IT channel news Continue Reading
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Feature
13 Apr 2022
Web consulting project helps users prep for language test
Computools created a website for users preparing for the International English Language Testing System exam, which helps people study in, or migrate to, English-speaking nations. Continue Reading
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News
11 Apr 2022
Gartner forecast points to IT services pricing increase
Service providers look to offset rising employee compensation as the demand for IT skills continues to grow and utilization rates climb; other IT channel news. Continue Reading
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Definition
08 Apr 2022
contextual marketing
Contextual marketing is an online marketing strategy model in which people are served with targeted advertising based on their search terms or their recent browsing behavior. Continue Reading
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Definition
08 Apr 2022
pharmaceutical detailing
Pharmaceutical detailing is a 1:1 marketing technique pharmaceutical companies use to educate a physician about a vendor's products, hoping that the physician will prescribe the company's products more often. Continue Reading
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Definition
08 Apr 2022
call center schedule adherence
Call center schedule adherence is a standard metric used in business call centers to determine whether call center agents are working the amount of time they are scheduled to work. Continue Reading
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News
04 Apr 2022
Digital transformation in oil and gas sector set for growth
Kyndryl's large-scale, multi-cloud technology deal with refinery operator Motiva Enterprises underscores a broader industry trend; other IT channel news. Continue Reading
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News
28 Mar 2022
Colocation services companies bank on hybrid IT
Providers expand capacity and global presence as enterprise customers build data center services into multi-faceted infrastructure strategies; other IT channel news. Continue Reading
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News
22 Mar 2022
3 IT services partners win top projects awards
Computools, Mission and Vandis captured SearchITChannel's 2021 Top Projects Awards, which recognize innovation and business benefits in partner-customer engagements. Continue Reading
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Feature
21 Mar 2022
5 ways to improve MSP marketing and sales
Review these tips to get a better understanding of the people, process and tools you'll need to bolster what has been a traditional weakness among service providers. Continue Reading
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News
18 Mar 2022
Microsoft Cloud Partner Program resets channel focus
Partner executives called the makeover, which creates new tiers and revises qualification criteria, the first major program update in more than 15 years; other IT channel news. Continue Reading
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News
11 Mar 2022
Partner ecosystems build IP with Cisco, SAP
Channel companies collaborate with technology providers, creating differentiated offerings that address customer demand for business outcomes; other IT channel news. Continue Reading
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Definition
09 Mar 2022
64-bit processor (64-bit computing)
A 64-bit processor refers to a microprocessor that can process data and instructions in chunks of 64 bits. Continue Reading
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Feature
08 Mar 2022
Channel partners prepare data analytics managed services
Customers may not fully understand AI and machine learning technology yet, but channel partners have been building their expertise to make the use cases a reality for clients. Continue Reading
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Definition
02 Mar 2022
vertical market
A vertical market is made up of companies that offer goods and services to meet the needs of customers in a specific industry or niche market. Continue Reading
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Feature
28 Oct 2021
State and local government technology revs digital services
Agencies, in a bid to quickly roll out citizen services, rely on a combination of chatbots, upgraded networks, no-code/low-code technology and cloud computing. Continue Reading
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Feature
20 Oct 2021
Citrix partner supports UTM's remote learning technologies
Citrix partner Third Octet made its first foray into the education vertical in 2020, when it helped the University of Toronto Mississauga execute a remote learning transition. Continue Reading