Channel business development

More tips for selling server virtualization

As customer demand for server virtualization continues to grow, so does competition among vendors and resellers.

Despite all the industry hype about server virtualization, a lot of businesses are just now familiarizing themselves with the technology and available products. The most successful vendors and resellers will be those that can demonstrate the benefits of server virtualization and show how it meets specific business goals.

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Unemployed? Become a reseller!

I get a lot of press releases every day, and most go straight into the deleted items folder. There are only two ways to avoid this fate: send me a press release with some really big news, or send me a press release that’s so ridonkulous that I have to blog about it.

A press release I received Monday fell squarely into the latter category. It came from a PR firm I’ve never heard of, and it offered three money-making tips for “people that are internet savvy and in-between jobs.”

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Your organization should be blogging

I am constantly amazed at how many of your customers get the bulk of their IT news from blogs. That’s right, blogs. In fairness, they tend to take the source into consideration when evaluating the quality of the information; corporate blogs may be less trustworthy than an independent source, but your customers are reading them, and you need to be in the fray.

I am surprised by the number of reseller websites I visit that do not have a blog, or, worse, that have a website that hasn’t been updated in the past few months. Continued »