• ChannelTrends: 5 Reasons Solutions Providers Should Care More About CES

    by Brian Sherman  | January 12, 2015
    Why should you care about CES, with its focus on consumer electronics destined for brick-and-mortar retail and online sales? Because ignoring consumer electronics today means you’re ignoring the wants and needs of your business customers as well.
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  • Channel Trends: Are We Becoming a Surveillance Society?

    by Brian Sherman  | December 12, 2014
    Most people have little concern with new location devices and cameras used to track data, but what happens when private companies not only access the data, but sell it to others? Channel companies offering surveillance and public safety need to be open and honest about what their systems can and can’t do, and start considering a variety of ethical issues.
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  • ChannelTrends: Sell Quality Protection, Not Fear

    by Brian Sherman  | December 04, 2014
    Cyberattacks are a good way to spook your customers, but sensationalizing security concerns will only reap short-term benefits. Successful solution providers will instead offer real world examples of existing threats without overhyping a customer’s potential exposure, and use tools like CompTIA’s IT Security Assessment Wizard to create a comprehensive outline of a customer’s true needs.
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  • ChannelTrends: The New IT Distribution Model

    by Brian Sherman  | November 19, 2014
    With so many new IT services companies “born in the cloud,” will IT distributors be able to provide enough value to recruit those providers to their partner programs? Yes, in fact, and some providers and vendors believe their position has never been stronger. While many industry experts suggested in the past that the cloud and managed would be the death knell for distributors, most VADs are reporting record sales and partnership numbers.
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  • ChannelTrends: HP Split Suggests Breaking Up Is Not So Hard to Do

    by Brian Sherman  | November 10, 2014
    The IT industry’s over HP’s announcement that the company will split in two, and Brian Sherman breaks it down in this week’s ChannelTrends.
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  • ChannelTrends: The More You Protect, the More Your Company Profits

    by Brian Sherman  | October 31, 2014
    Small business owners used to buy and install adequate AV software packages themselves without major technical issues, but the threats and the complexity of the protection schemes have risen beyond their capabilities. IT security is no longer just an annual install or occasional update — it’s an ongoing responsibility.
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  • Charting a Course for Future Channel Transformation

    by Brian Sherman  | October 31, 2014
    Solution providers must adapt their portfolios and capabilities to sync with changes in the industry, from transformations in cloud, managed services and mobility to new demand for app development. CompTIA’s combined Advisory Councils met in Florida recently to discuss ramping up programs and tools that will help you successfully cross that chasm.
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  • ChannelTrends: A Little Hand-Holding Leads to Stronger Client Relationships

    by Brian Sherman  | October 15, 2014
    Onboarding a new client is the perfect opportunity to both set and manage expectations while nurturing and developing your professional relationship early on. From a welcome gift to salient points about necessary hardware upgrades, give your new clients what they need to trust you and your services.
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  • ChannelTrends: Data Breaches Show It’s Necessary to Take IT Security to the Next Level

    by Brian Sherman  | September 22, 2014
    From Fortune 500 companies to mom-and-pop stores, every organization needs solid IT security specialists who can audit current systems and policies, recommend and implement proper upgrades, and monitor and support it all. Explore our related security resources — including a trustmark, executive certificate and quick start guide — and make sure your solution providing organization is up to the task.
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  • ChannelTrends: Delegate Smart, Flexible Problem Solvers to Manage Key Partnerships

    by Brian Sherman  | September 22, 2014
    Solution providers who want to get the most value from their alliances delegate partner responsibilities to their most capable employees: trustworthy and creative individuals who understand what customers need. Finding someone who can uncover and comprehend the objectives and concerns of their colleagues can be tricky business. It takes someone with good listening skills, problem-solving capabilities and flexibility.
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  • ChannelTrends: Build Out or Partner in Cybersecurity? The Debate Continues

    by Brian Sherman | Dec 13, 2017
    While tech companies can theoretically offer every available cybersecurity tool and provide a comprehensive portfolio of assessments and consulting services, that usually doesn’t make sense. In fact, most channel firms have financial and resource utilization limitations that make partnering an attractive and often necessary option.
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