'It's their choice. Not ours,' says Michael Dell of forming a solution provider relationship with CDW – a deal that could drive huge sales gains for Dell.
With a roaring economy fed by the oil boom, aCRN reached out to solution providers on the Inc. 500 list to learn more about what led to their significant growth in recent years.Hexis Cyber Solutions of Hanover, Md. already has two product lines and 35 channel partners less than a year after its founding.The numbers are officially in on solution providers' changing business models from hardware-focused to services. At a recent VAR roundtable event at D&H Distributing's New England Technology Show, solution providers shared exactly how their businesses' percentages have changed over 10 years.The managed services provider is looking to resellers to help it grow in the SMB space amid an industrywide transition away from legacy VoIP and PBX platforms.Autotask added a new tool Thursday to its IT management software platform that is specifically targeted to help solution providers grow their sales opportunity and successes.After being neglected for years, Linksys is back with a plethora of new business offerings and a new partner program.MobileIron's new MobileIron University app aims to make things easier for its partners and their employees via short digital training modules.
When vendors are under intense pressure, solution providers are always the first to fall subject to the whims of top management aiming for short-term transaction gains rather than long-term strategic strength.Samsung expects increased printing-on-the-go to drive business for partners, while Symantec's new channel program already is paying dividends.Solution providers say the secret to success in the cloud computing era is a major sales and business model transformation aimed at driving recurring monthly revenue.Today, Bluebeam Software sells 40 percent of its PDF creation and collaboration product through the channel. In two years, the company aims to have that figure at 70 percent.2014 is shaping up to be the busiest year ever for M&A activity in IT. Here's what firms looking to buy or sell need to know.CRN presents a preview of its Best States to Start a Solution Provider Business. Check out how the Lone Star State stacks up.Technology lender GreatAmerica and channel training provider CharTec are working together on new training aimed at equipping managed solution providers with the skills needed for a changing IT landscape.Solution providers say the distributor's strong responsiveness and strong channel sales reps are helping them drive sales growth.It turns out the best anti-virus program on the market isn't really a program at all, according to VARs. It's actually a vigilant end user.Orange, Calif.-based managed service provider Lumen21 has launched a new tiered program for referring, reselling and rebranding managed services to help traditional VARs break into a services-focused model.2014 was a good year for business, but solution providers said they expect even greater growth in 2015 at a roundtable event at D&H's New England Technology Show.