A US programmer was allegedly caught offloading his data-sensitive job to a freelancer in China so he could spend the day surfing the web, a Verizon case study has told. Was he being unlawful, unethical, or just plain innovative?

In this article, CRN explores this issue further, and discovers there's more than one point of view. In particular, Moheb Moses from Channel Dynamics raises a concern around the security risks for the company, but suggests that if this was resolved, maybe this employee's creativity should be commended. What do you think?

Are your employees really working?

  Read More

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

Author: Cam Wayland
Recently we were engaged by vendor client to help them work through how they would achieve the growth targets they were given, and of course willingly and gratefully accepted. Therefore I thought it was worth taking a broader channel wide view of what drives growth, not only in resellers but across the entire channel ecosystem of vendor, distributor and resellers.

An ICT reseller cannot achieve strong growth in isolation, but needs the support of an aligned channel ecosystem, as well as good business skills, dedication, determination, focus etc as well as a great product portfolio from leading vendors.

Reviewing our recent consulting assignments I offer the following observations for our top tips that will drive channel growth. The first regardless if you are a vendor, distributor or reseller the number one tip is alignment.   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

  Read More