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StartMeeting Gears Up for Product, Channel Launch

The startup virtual meeting provider began beta testing its service at the end of January, with beta agents signing on Monday. ...More
February 6, 2012 By Khali Henderson
Posted in News
7 Challenges to Building a Cloud Practice

A recent Channel Partners survey of agents, VARs and dealers reveals the top challenges for partners in adding cloud services to their portfolios. ...More
January 31, 2012 By Kelly Teal
Posted in Articles
Agents and VARs: Collaborators or Competitors?

That there is any question about the relationship is a recent phenomenon. In the past decade, there has been increasing overlap in roles as technologies and networks have converged. ...More
January 25, 2012 By Khali Henderson
Posted in Articles, Software as a Service/ Cloud Services (SaaS)
Beyond Price: Selling Telecom Environment Management

If you would like to open up bigger doors with bigger clients, your story has to address more than better, faster and cheaper service. ...More
January 24, 2012
Posted in Articles
Not All VARs Are Created Equally

Carriers for the most part have been pleased with the results their professional agent channels can bring them. But they are salivating over the huge numbers of VARs – probably 10 times more than agents – that could potentially join their ranks. ...More
January 23, 2012 By Khali Henderson
Posted in Blog
Are VARs Super Partners?

It's as if these geeks (defined respectfully as those who are tech-savvy) en masse suddenly removed their black horn-rimmed glasses and donned capes. ...More
January 20, 2012 By Khali Henderson
Posted in Articles, Software as a Service/ Cloud Services (SaaS)
Why Video Management Matters

With the right video management capabilities, channel partners can offer high-quality video conferencing services to increase revenues and improve customer retention. ...More
January 19, 2012
Posted in Articles
Making Money on Mobile Device Management

The “consumerization" of the enterprise IT is particularly evident with mobile devices — a scenario that creates a growing opportunity for channel partners. ...More
January 18, 2012
Posted in Articles
Driving Sales on a Budget — Part 1

You don’t have to have a big budget to implement the CAR marketing method: Continuous contact, Alignment with sales and a Results focus. ...More
January 17, 2012
Posted in Articles
Anticipating Ethernet Sales Snags

For 2012, providers are trying to tighten installation times and offer better SLAs. ...More
January 13, 2012 By Kelly Teal
Posted in Articles, Ethernet/ MPLS