Best Sales

Managed Print Providers Take Aim At SMBs

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If you’re looking for managed services opportunities in 2017, there may be some gold nuggets awaiting you in the managed print services (MPS) space, according to the results of two recent surveys.

Xerox, the long-time manufacturer of printers and other office machines, says more than 80 percent of small and midsized businesses want to cut their use of paper – especially in the back office – and about half may turn to service providers to help tame their printing processes.

Solution Providers May Find Digital Transformation Opportunity Beyond The Tools

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Helping Beyond Providing The Tools

Businesses are moving forward with digital transformation projects, but getting employees to use the new tools, and managing the change that such projects bring, may cost a lot more than the tools themselves, according to survey results from solution provider SADA Systems.

AWS: New Competencies Will Help Channel Partners Meet Customer Demand

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(NOTE: This story was originally posted to CRN.com Nov. 29.)

If you're a channel partner of Amazon Web Services (AWS) - or want to be - there are new professional competencies you can take advantage of to drive more business.

AWS on Tuesday introduced to its partners several competencies designed to boost a cloud channel that's increasingly reliant on targeted market expertise and specialized technological skills.

Does The Buyer's Process Block You From A Sale?

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You've made your sales pitch to the chief contact inside the business. He liked what he heard, yet he needs buy-in from others in the organization.

Shouldn't be a problem, right? After all, you're confident that what you have to sell is what they really need.

Don't count on it, based on the results of a study conducted by CEB, a business consultancy and technology company.

Norton Exec Sees Partner Opportunities From Symantec-LifeLock Deal

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(NOTE: This story was originally posted to CRN.com Nov. 21.)

If you're in the security space, Symantec's acquisition of LifeLock may help your business.

While the deal, announced late Sunday, is a big boost to Symantec's consumer business, Norton Executive Vice President Fran Rosch said partners should expect to see some benefits to the enterprise security portfolio, as well.

7 Cloud Market Insights For Solution Providers

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Cloud Talks Get Heavier

The cloud conversations between solution providers and their customers have gotten deeper, looking beyond the need to just address just one solution that will save money.

That's one conclusion Seth Robinson reached after technology research nonprofit CompTIA released the results of its Trends in Cloud Computing study in September.

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