Recent Articles
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Referrals Are Still the Most Powerful Marketing Tactic
Sales and marketing have one thing in common: the answer to the most popular question they get asked. For marketing, the question is, “What’s the most effective vehicle for marketing?” Some may answer email, web, direct mail or radio, but the answer you’d get from the overwhelming majority of marketers is “referrals.” For sales, the…
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Rackspace Courts the Channel
In many quarters of the channel, Rackspace is viewed as a direct managed services competitor. But as the number of platforms and services that need to be managed continues to expand in the age of the cloud, many solution providers are becoming more flexible in terms of what companies they are willing to partner with…
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Arrow Adds Automation Platform for Cloud Deployments
A CompTIA study reports that cloud computing is one of the top technologies keeping managed service providers (MSPs) up at night. The cloud is also a big missed opportunity for them. Arrow Electronics aims to mitigate the cloud challenge for many of its MSP partners by offering BitTitan’s MSPComplete managed services automation platform through ArrowSphere,…
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It’s Time to Join an IT Club
Channel chiefs across the IT industry have been obsessed with sales enablement for the past two years. Most of that focus, however, has been on creating sales collateral that they hope solution providers will deem useful and will pass on to their customers. On the other hand, most solution providers wish vendors would spend more…
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New Technologies Will Fuel Channel Opportunities
New Technologies Will Fuel Channel Opportunities New Technologies Will Fuel Channel Opportunities The channel’s role is to support their customers with new tech to help them improve productivity, provide fresh insights and create new revenue opportunities. More Spending 76% of the tech companies that achieved strong EBITDA (Earnings Before Interest, Taxes, Depreciation and Amortization) over…
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How Channel Partners Can Monetize Vendor Relationships
“Who needs you?” While it may sound curt, maybe even nasty, this is an important question to ask yourself when determining which of your vendor partners you can best leverage to generate new revenue. While your instinct may be to focus on your largest vendors, you may find that your smallest vendors need you more…
