All CRN Blogs

Steve Charles says when selling into the federal government, the particularities of the budget cycle have a profound effect on your business.

The amount of new practices, products and recurring revenue services brought to market are the vital signs of a solution provider business. The solution providers that view cloud services as an opportunity to move fast and make big bets will be the ones left standing in the new era of IT.

The path to government contracting riches is paved with a GSA multiple-award schedule contract. There's a lot to think about when embarking on the process, and here are the pros and cons.

No matter how you cut it, customer adoption of the cloud is happening at a faster pace than anyone anticipated, and it has all comers scrambling to play catch-up in what is sure to be an era of heightened channel conflict.

America's mixed sentiments about economic globalization are reflected in a set of rules that control the federal government's procurement of foreign products or services. Of these, the Trade Agreements Act (TAA), allows the government to exempt itself from the overarching Buy American Act (BAA) when it comes to IT.

More than two-thirds of all IT revenue flows through indirect channels, industry analysts estimate, and transactions between IT providers and their channel partners and end customers generate mind-boggling amounts of data. Unfortunately, too few providers are tapping their channel data's full potential.

For partners on the fence about the Meg Whitman era at HP, it's time to start feeling confident about the company's $112 billion commitment to solution providers.