IT and Business Insights for SMB Solution Providers

ChannelPro SMB, November 2010

Top Story: When working with midsize companies, solution providers dis- card the one-size-fits-all sales approach to close the deal and start building relationships. By ChannelPro

COVER STORY
When working with midsize companies, solution providers dis- card the one-size-fits-all sales approach to close the deal and start building relationships.

FEATURES
20 The ABCs of CDP by James E. Gaskin
Numerous continuous data protection options are not available for SMBs. Here's your guide to what it is, what it does, and which vendors are in the game.
26 Meet Jon Roskill by Rich Freeman
Say hello to the new chief in charge of Microsoft's massive worldwide partner program, and find out what he considers his top priorities.

DEPARTMENTS
4 Quick Hits microsoft licensing cost-savers, power management, 64-bit PCs, IT hiring trends, and more
10 MYOB Finding Affordable Healthcare by Samuel Greengard
14 SystemBuilderPro Custom Builders Win Big When Vying for Verticals by Alison Diana
16 ChannelBeat IBM Helps Resellers Serve the Midmarket by Cecilia Galvin and Jessica Mattison
18 Peer to Peer Painting the Big Security Picture by Luigi Giovanetti

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