Author: Cam Wayland
As the year draws to a close we are often asked about our tips or ideas for the coming year. This year our number one tip to improve channel performance is easy to do, costs very little, but will deliver huge gains in productivity, relationship alignment as well as revenue. Simply conduct regular structured business reviews. The following article applies no matter if you are a vendor, distributor or a reseller.

Most channel professionals review the performance of their partners (distributors or resellers) on a semi regular basis. However, this is often a reactive response after a revenue target has been missed. This paper looks at the review process as being an integral part of a best practice partner management program, and a tool that will benefit everyone.   Read More

Let’s face it, in the past few weeks economic indicators haven’t exactly been cheery. The Reserve Bank cut interest rates again because of tightening global economic conditions, worldwide stock markets tumbled on the face of global uncertainty, and vendors and analysts aliek are slashing forecasts.

However, despite the bleak outlook, some channel businesses have managed to thrive. In this article, Hafizah Osman from ARN collects the the 9 Top Tips from various industry experts (including Cam Wayland from Channel Dynamics)  for partners wondering what to do next.

Nine ways to beat the economic blues  Read More

The words social media have managed to insinuate themselves into the business vernacular with alacrity. But less rapid has been the ability of businesses to understand what they need to do about it. In this CRN head-to-head, Australian tech industry experts Tony Gattari, from the Achievers Group, and Moheb Moses from Channel Dynamics, offer different opinions on social media’s role in the business world.

For Gattari, former Harvey Norman tech boss, there’s no clear path for success via social media. He says many companies are wise to avoid investing in it altogether for risk of achieving poor ROI. For Moses, co-founder of Channel Dynamics and respected partner consultant, social media offers a world of opportunity for all, especially when considered with its broadest definition, encompassing the evolving forms of blogging, podcasts, wiki, picture sharing and crowdsourcing.

Channel head to head: social media

  Read More

Author: Cam Wayland
Lately we have seen many VARs looking to move a portion of their clients to either a Managed Service or some type of XaaS Cloud based service. However it is not just the technology the reseller has to consider as part of this strategy. Any move to transition business to this type of recurring revenue model will have a significant effect on the organisation at a business level - ie. working capital, cash flow, remuneration structures for sales reps and of course financial reporting and/or how the business is valued.

Unfortunately our experience in working with both vendors and partners alike, is that many do not fully understand the financial ramifications, and therefore the benefits and pitfalls, of a recurring revenue model. One such example is the “Rule of 78”.   Read More

Author: Moheb Moses
I’m not normally an early adopter, but I was one of the first people to buy a Windows mobile phone. And I loved it. It let me receive email, synced with my diary and contained all my contact details.

Then Apple released the iPhone. And it took me a few years (like I said, I’m not an early adopter) but eventually I switched. Because Windows hadn’t really innovated after that first release, while Apple had added some amazing functionality and created an entire community of developers who were releasing new apps every day.

But recently I decided to switch to Android.  Read More