• Small cloud companies struggling to secure federal contracts

    by Elizabeth Hyman  | June 20, 2012
    A look at the week of June 19 in public advocacy for the IT channel: Small cloud companies are struggling to secure federal contracts and certification due to the overwhelming demand of the Federal Risk and Authorization Management Program, says the Washington Post. Small business owners are embracing a new bill designed to keep productive immigrant workers in the U.S., says the Wall Street Journal. The chairman of the House Intelligence Committee predicts that Obama will back down from his thre ...
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  • ChannelTrends: Can Solution Providers Compete in the Cloud Environment?

    by Brian Sherman  | June 15, 2012
    While some may choose to dismiss the various discussions, events and training programs on cloud solutions as hype, there are many more proving that the business model works. Members of the IT channel can be somewhat cautious, but it’s rare for them to ignore business applications that their customers want. And everyone from the smallest mom-and-pop retailer to the largest corporation wants the benefits that cloud services offer, according to respected industry analysts.For example, IDC reports t ...
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  • ChannelTrends: The Most Valuable Best Practice Forum for Solution Providers

    by Brian Sherman  | June 01, 2012
    When sitting amongst attendees at IT channel events, I typically ask which sessions are “must see” on the meeting agenda. Whether looking for real takeaways for their business or attempting to gauge future opportunities, the panel discussions are often at the top of their schedule. After attending a number of these interactive group discussions, I began to understand their appeal—especially when the topic is pertinent and the panelists are willing and able to share valuable business insight.Of c ...
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  • Corporate Technology, Take 3

    by Seth Robinson  | May 08, 2012
    A recent article on Computerworld led with the less-than-sunny line “IT as we know it is over.” From there, one might expect a discussion on offshoring, consumerization of IT, or the appropriation of IT by business units for their needs. All of these things are part of the equation, but the main focus of the article is that we are entering a third wave for corporate technology.The first wave, management of information services (MIS), started when businesses began using mainframe computers to aut ...
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  • ChannelTrends: Adding Structure to the Cloud

    by Brian Sherman  | April 27, 2012
    Until recently, the cloud for solution providers was a lot like an NFL draft prospect to their future team: a lot of discussion and tremendous potential, but no tangible results. But it’s really more than just a “buzz word” bandied about by the tech community to confuse end-users and reduce channel margin. Cloud services are finally becoming a significant source of revenue and business growth for solution providers and vendors. It’s become readily apparent over the past few years that there’s a ...
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  • Channel Friendly Cloud Vendors

    by Joseph Walker  | April 24, 2012
    It's taken a while for the SMB technology channel to warm up to cloud computing—and many SMB IT consultants still snub the cloud whenever possible. To be fair, the cloud hasn't been especially kind to the SMB channel either. Besides displacing jobs and lucrative contracts, many cloud vendors have been slow to embrace the channel. The thinking goes, Who wants to share a slice of revenue when you can market directly to the client and keep the entire pie? But all of that is starting to change.While ...
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  • What It Takes to Move to the Cloud

    by Leslie Hague  | April 12, 2012
    The IT industry has certainly been through its share of transformative business model changes. But what’s new about the current shift from on-premise to cloud is that it’s originating with end-users, speakers on a CompTIA Annual Member Meeting panel said on Wednesday.Speakers discussed what solution providers need to do to make the transition to a cloud services model. It doesn’t necessarily mean abandoning on-premise solutions completely, but more likely results in a hybrid model.For solution p ...
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  • Go to School on Cloud Security

    by Steven Ostrowski  | April 11, 2012
    IT solution providers need to do their homework – especially when it comes to security – if they plan to do business in the cloud computing market.“You need to educate yourselves on what your cloud provider is including or not including in a service level agreement,” advised Wendy Frank, president, Accell Security Inc. “Customers are going to rely on you. You need to understand what’s included and what happens if something goes wrong.”Frank spoke today at a meeting of the CompTIA Cloud / SaaS Co ...
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  • Top SaaS Channel Opportunities for VARs (and How to Navigate Them)

    by Joseph Walker  | April 09, 2012
    You would have to be living in a cave for the last few months to not have heard of Office 365, Google Apps, or by now. All three of them are major Software-as-a-Service (SaaS) brands with attractive partner programs, but if SMBs really do set off on a march to the cloud, then most SMB IT shops will have to find additional SaaS partner opportunities to achieve sustainable revenue levels.Over the past six months, I've done a substantial amount of research into SaaS partner programs. ...
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  • ChannelTrends: Build Your Business for M&A

    by Brian Sherman  | April 06, 2012
    Dell is on a tear this week, scooping up Wyse Technologies and Clerity Solutions and adding thin client and even more cloud solutions to their ever-expanding portfolio. The former hardware-centric vendor obviously has a plan to transform its business model, rapidly expanding into areas formerly supported by channel organizations. The moves help the company continue to reduce its reliance on hardware, shifting to more profitable and higher growth segments of the IT industry.But Dell’s strategy is ...
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  • ChannelTrends: Eating Your Own Dog Food in a SaaS-Oriented World

    by Brian Sherman | Nov 30, 2017
    People buy and develop long-term working relationships with those they feel comfortable being around and know will do the right thing. That’s no secret, but in an era where almost anything can be procured, paid for, and delivered without a single human interaction, we tend to overlook the value of trust in business relationships. In the tech community, that confidence begins and ends with the solutions.
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