CompTIA Blog

The evolution of technology and shift to new channel business models are affecting not only the solution provider landscape, but the way vendors do business with their partners. It’s not that they necessary want to, but manufacturers and distributors have to adapt to the move to managed services, the cloud and other recurring revenue offerings. This transition brings new challenges to the vendor community, including the management of declining margins, development of fair sales incentive program ...

In yesterday’s Distributor Power Panel moderated by Gennifer Biggs, editor, Business Solutions, at Breakaway, a panel of top distributors advised solution providers to pick up the phone and get to know their distributor representatives one-on-one.“Be a little transparent.  Be open and frank and help us understand your business,” said Greg Dixon, CTO of ScanSource.  “Most of our customers are small with as few as five employees.  You should be a on a first-name basis with your rep.”Some smaller s ...

Technology vendors are announcing new products, services and partnerships at CompTIA Breakaway this week. A few of the noteworthy items:eGestalt Technologies announced version 11 of its award-winning security and compliance management solution that provides PCI and HIPAA/HITECH-based security and risk assessment, auditing and remediation. The tool offers peace of mind to channel partners servicing SMBs to large enterprises, including medical providers and their business associates, retailers and ...

CompTIA President CEO Todd Thibodeaux kicked off Breakaway 2011 yesterday morning saying, “We’ve lined up our most robust slate of content and training for all of you, so that you can truly accelerate your business.” He wasn’t exaggerating, and the workshops starting shortly after morning keynotes concluded backed him up.I headed for the “Cloud Business Development Workshop” early.  Good thing. The session was SRO – Standing Room Only.So many VARs wanted to attend the workshop that the afternoon ...

To sell unified communications (UC) solutions requires a careful blending of consultative sales talent, relationship building and technical expertise.“It takes a focused team to make these deals happen,” Joe Schurman, founder and CEO of Evangelyze Communications, told a group of Breakaway attendees on Tuesday.Selling UC solutions requires a different approach than traditional telecommunications because the audience is different, he said.“You’re no longer focusing on the IT manager,” Schurman sai ...

One of the most important things channel vendors can do to increase partner satisfaction is to improve their communication skills. That may be as simple as listening to the issues they face in their daily business operations, everything from employee problems to a critical system alert at one of their major clients’ sites. The bottom line is they have a lot on their minds and vendor representatives need to understand the way their partners work, as well as how they work.A majority of solution pr ...

A look at the week of August 1 in public advocacy for the IT channel: This week, the House established a Congressional Small Business Information Technology Caucus to address issues faced by small tech firms.  The Senate introduced data security legislation.  Cybersecurity bills are stalling in the House despite a growing sense of urgency over recent attacks.  Leaders from high-tech companies are pressing for legislation to keep international students in the U.S. after completing their studies i ...

Kindergarteners are learning off iPads, not chalkboards.  Fifty percent of the world population is under the age of 30. As best-selling author Erik Qualman says, “We don’t have a choice on whether we do social media, the question is how well we do it.”Shirley Turner, vice president and experience leader, Edgewalk Business Experience, led Breakaway attendees through a series of steps to help them jumpstart and improve their social media plans.Edgewalk reached out to Choice Technologies in Baltimo ...

Recovering from the whirlwind that was Breakaway today? Get ready for another jam-packed day on Wednesday. Check out our top 5 things you don't want to miss tomorrow: Women in IT Breakfast at 7:30 a.m. in the Gunston Room (just down the hall from the Press Room on the Terrace Level): Dr. Madeline Lewis, president and CEO, The Deline Institute for Professional Development, will address the CompTIA Women in Technology, an open consortium of professional IT women. Channel Chiefs Power Panel at 9: ...

Tidewater Community College (TCC) and its workforce development program was a game changer for 27-year-old Lonnie Barnes in more ways than one. He came to the program as a CompTIA A+ training student and wound up an instructor with a career ready to launch.Headquartered in Norfolk, Va., TCC offers courses based on certifications from CompTIA and other IT companies through its two-year associate degree program, a one-year certificate program, a career studies program and a non-credit work ...

Positive trends seem to be a rarity in the business community this year, but according to the latest CompTIA research, the growth in cloud services is bucking the norm. Not only are solution providers overwhelmingly adopting virtualization in their sales portfolios, they are “eating their own dog food” and using it internally to help their own businesses.As discussed at Breakaway at a press briefing, CompTIA research shows that in 2011 more than 41% of VARs/MSPs both sell and use cloud solutions ...

Lonnie Barnes Tidewater Community College (TCC) and its workforce development program was a game changer for 27-year-old Lonnie Barnes in more ways than one. He came to the program as a CompTIA A+ training student and wound up an instructor with a career ready to launch. Headquartered in Norfolk, Va., TCC offers courses based on certifications from CompTIA and other IT companies through its two-year associate degree program, a one-year certificate program, a career studies progra ...

Four technology-forward charities, benefiting schools, hospitals, libraries, unemployment and disaster relief, received philanthropic gifts donated by the member communities of CompTIA. Each of CompTIA’s member communities are donating $5,000 each in 2011 to IT-related charities, and some are announcing their gift selections at Breakaway this week in Washington, D.C. The IT Services & Support Community in Europe gave $5,000 to Close the Gap, an international not-for-profit organizatio ...

In Washington, D.C. for Breakaway and need to set your agenda?  Check out our list of the top five events you shouldn’t miss on Tuesday: Opening Keynote at 9:00 a.m. in the International Ballroom Center: Hear about the state of the industry from CompTIA and learn how to “Make it Happen” from noted author Peter Sheahan. Lunch Choices at Noon in the International Ballroom Center: Choose from three different networking and learning opportunities during lunch.  Meet with CompTIA’s top ...

Both the House and Senate introduced legislation to require sellers to collect and file sales tax returns on all interstate sales.  In the Senate, Sen. Durbin introduced the bill (S. 1452) with co-sponsors Sens. Reed and Johnson.  And in a surprise move in the House, Rep. Conyers introduced a companion bill (H.R. 2701), with co-sponsors Reps. Shuler and Welch.  Although Sen. Durbin had been reported to be searching for a Republican co-sponsor, bi-partisan support did not materialize in either th ...