Author: Cam Wayland
Traditional partner value or vendor engagement strategies have typically been dictated by program requirements. Under this model, partners are assessed according to the level of revenue generated and the level of certification achieved. Based on this assessment, partners are then assigned a rank, within the program hierarchy, of Gold, Silver, or Bronze.

In recent years, however, the advent of new technologies within the channel, such as Cloud and XaaS, has reconfigured the value relationship between the partner and both customer and vendor. The facts emerging clearly indicate that the largest partners are by no means necessarily the most valuable. What is now clear is that the traditional partner value model is not only redundant, but also, more critically, counter-productive.  Read More

Supporting customers with the right products and services to match should be top of mind for the channel this year. Many industry experts are also touting 2013 as the year Cloud services reach a point of maturity in the market, and this also plays into the importance of security.

In this article, Julia Talevski and Hafizah Osman from ARN talk to a number of industry experts (including Cam Wayland from Channel Dynamics) on ways to try and ensure your business goes forward this year. Make sute you check out Cam's Top 5 tips at the end of the article.

Channel 2013: Keys to success  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
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

We recently announced that Channel Dynamics had been appointed as the agent for socialondemand - a content syndication application for social media that helps helps vendors leverage their partner networks to develop new customers.

While this tool has been seen as a very valuable application for organisations that have an established social media strategy it also highlighted how many companies that don't really know how to effectively use these social media sites.

In this article, Sean Jackson shares 16 practical ideas to turn LinkedIn into a lead generation engine, rather than just a glorified job search board.

16 Smarter Ways to Use LinkedIn to Build Your Business  Read More