Selling the cloud is different than the traditional services that channel partners are used to selling. This video explains four things you shouldn't do when striking up a conversation about cloud with a potential customer.
RecordedMar 14 20143 mins
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There are all kinds of reasons your customers like cloud services, but often missing from that list is talk of network performance.
In this short video, Channel Partners' Craig Galbraith shows you how solution providers can set up a lightning-fast cloud connection over a wide-area network — one that's reliable and performs the way any business would expect.
Big security breaches have become almost commonplace in the headlines over the past couple of years — but they don't have to be.
One type of malicious attack is a denial of service, where a black hat makes a machine, service or network resource unavailable. Distributed denial-of-service coordinates multiple machines in a synchronized attack against a single target.
Partners can help their customers stop a DDoS attack, or, at the least, mitigate the consequences that result.
In this short video, Channel Partners' Craig Galbraith shows you how it's done.
Vonage, which got its start in residential VoIP, is making a major play for business cloud and unified communications customers.
Channel Partners' Craig Galbraith stopped by the company's office in Scottsdale, Arizona (formerly home to Vonage-acquired Telesphere), to learn more about its growth, the UCaaS market and what it takes to compete in a rapidly growing cloud industry.
Companies such as PlanetOne, Intelisys, Telarus, X4 and others now refer to themselves as cloud providers, technology distributors or some combination of various monikers to reflect their transitions from the traditional telecom space to include an all-encompassing grasp on telecom and IT products and services.
Earlier this month, Channel Partners' cameras were there for PlanetOne's tour stop in Scottsdale, Arizona. Craig Galbraith talked with CEO Ted Schuman about agents' challenging shift to cloud sales; the future of his company in the channel; and more.
Follow senior online managing editor Craig Galbraith on Twitter.
It's been a busy fall thus far for solution providers eager to get the latest insight on location from vendors, distributors and their business partners.
AT&T's Partner Exchange Summit. Tech Data TechSelect. Synnex's North American Conference. Even Channel Partners' own Cloud Partners. Our cameras have been there to catch the highlights from all of these key industry events.
We've packed in news from these gatherings along with the images we captured into this edition of the Channel Partners News Desk. Craig Galbraith breaks it all down.
It's one of the industry's biggest mergers of the year: Lightower Fiber Networks buying Fibertech Networks for $1.9 billion.
The purchase doubles the size of Lightower's fiber footprint, giving the company a major presence in the Northeast, mid-Atlantic and parts of the Midwest.
How will the company's channel program be impacted? That's just one of the many questions Channel Partners' Craig Galbraith got answered during a visit to Lightower's headquarters in Boxborough, Massachusetts.
With the value of the Internet of Things (IoT) to hit $7 trillion by 2020, partners better not wait to beat their competition to this opportunity.
In this short video, Channel Partners' Craig Galbraith breaks down what you need to know about security – a critical component of IoT – and steps you should take now to help customers who have already deployed IoT devices and services.
Just because cloud has come along, that doesn't mean there's no longer use for MPLS.
Low-cost IP VPNs have improved, but performance can be inconsistent. MPLS is still important for performance-based applications on a wide-area network. And it’s often in demand in cloud infrastructures.
In this short video, Channel Partners' Craig Galbraith explains the topics that you should broach when selling MPLS to customers who use a virtual private network (VPN) over the Internet – and those who already have an MPLS network but want to add services or switch suppliers.
In the first of a series of on-location shoots, we visit distribution giant Avnet's headquarters in Phoenix, Arizona.
In this short video, you'll get a look inside the company's unique Global Solutions Center, learn about Avnet's history that includes the distribution of guitars – yes, guitars – and see how it is working closely with partners to distribute cloud services, converged infrastructure and more.
In this edition of the Channel Partners News Desk, Craig Galbraith breaks down Charter's bid for Time Warner Cable, a major personnel announcement from Windstream, and the new master-agent acquisition trend.
Thanks to a steadily improving business environment, an increasing number of remote offices and more reliance on video conferencing and cloud services, enterprises are starting to invest more into wide area networks (WANs).
In this short video, Channel Partners' Craig Galbraith explains what partners should consider discussing with potential clients to make them feel more comfortable about WAN security.
Looking for more WAN resources? Click here for our category page.
In this segment from the keynote, "Secrets and Strategies of Evolving Channel Partners," at the Spring 2014 Channel Partners Conference & Expo, panelists describe how they measure the success of their evolving businesses.
Dell's Frank Vitagliano sits down with Channel Partners' Craig Galbraith at CompTIA ChannelCon 2014 to talk about Dell's position in the cloud space, its latest channel-program news, and the sudden resurgence of the PC.
In this video, Art Wittmann, Channel Partners' new content director, talks about his IT background and his goals for both Channel Partners and our events – the Channel Partners Conference & Expo and Cloud Partners.
Juniper Networks' Doug Erickson talks with Channel Partners' Craig Galbraith at CompTIA ChannelCon 2014 about how his company's cloud offerings differ from its competition's; plus, how it's innovating in its channel program.
In this interview with Channel Partners' Craig Galbraith at CompTIA ChannelCon 2014, the team from Intronis talks about their new bare metal recovery solution and how their new unlimited pricing plan is shaking up the backup/recovery sector.
Go-to resource for indirect sales partners - where telecom & IT conver
Channel Partners is the go-to resource for indirect sales partners as they undertake the convergence of the telecom and IT channel. For more than 25 years, Channel Partners has been the undisputed leader in providing news, analysis, education and peer-to-peer networking to MSPs, VARs, systems integrators, agents, interconnects and dealers. You will find information on Cloud Services, Communications, Conferencing & Collaboration, Data Center, Collocation, Hosting, Data Storage, Backup, Ethernet, Manager Services, MPLS, Security, Unified Communications, Voice over IP/SIP, WAN, Wireless and Mobile. Channel partners position their telecom and IT solutions as ways to create business value for their customers. From print to online to live events, Channel Partners provides information, education and networking opportunists for a dynamic channel community.