Author: Cam Wayland
I recently attended the RSA security conference in London. Being part of the IT industry we always assume there is a technology fix for technology related problems such as a security breach of a network, server or system. As technologists we might look at patching, layering or even upgrading the hardware or software as a “fix”.

During the conference I attended a number of the less technical sessions focusing on human behaviour and security, and especially data leak prevention. These sessions made me have a bit of a general rethink as well as how this might apply to the channel.   Read More

The start of a new year.

A time when we set goals for ourselves (if you still remember the New Years Resolutions you made late in the night), and also a time when we set goals for our business and our partners.

But goals are funny things. They definitely motivate, but only for a while. But as Geoffrey James points out in this article, if you really want to be successful at sales (or indeed anything else) you must learn to be motivated by the process.

http://www.bnet.com/blog/salesmachine/why-sales-goals-and-diets-dont-work/11650?promo=808&tag=nl.e808

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The datacentre of the future is shaped by a number of forces including commoditisation, virtualisation, integration and innovation. A group of industry experts (including Cam Wayland from Channel Dynamics) sat down to discuss the key factors shaping the evolution of the datacentre of the future and its impact on the channel.

The following is an edited transcript of the roundtable discussion.

 http://www.arnnet.com.au/article/370740/roundtable_ideal_datacentre/?eid=-4152&uid=1580  Read More

Despite what was one of the wettest days of a very wet week, the industry braved the elements to celebrate the year that was, and look forward to 2011, at the Channel Dynamics End-of-Year party!

Vendors, Distributors, Resellers and the Press mingled in a casual, friendly atmosphere, while sampling a delicious selection of wines and canapés. And once again, the Andrew (Boy) Charlton Pool provided the perfect back-drop for this very special industry networking event.

We hope you enjoy some of the photos from this fabulous night:



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It may be 50 years old, but the Ansoff Growth matrix is still an “oldie but a goodie” when it comes to partners and/or vendors deciding on the best strategy for sales growth. Developed by Igor Ansoff - a Russian immigrant who went on to become known as the father of strategic management - this simple 2x2 matrix is still a very valuable tool for examining your sales growth options.

In this ARN "Consulting Room" article, Cam Wayland explains the model, and makes recommendations around how resellers can use it as a foundation for sales growth planning.

http://www.arnnet.com.au/article/366983/consulting_room_what_your_sales_growth_options_/

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