Channel News

How To Grow Your Business Using Vendor MDF

Monday, July 31, 2017

Author: Grant Cleary

MDF – it’s that 3 letter acronym many of us love to hear! Market development funds or MDF are used by vendors in the channel to enable service providers, resellers and distributors to market their products and solutions, and build brand awareness. MDF may be allocated to partners as a percentage of sell-through revenue, or a partner can submit a discretionary request for funding, depending on the vendor’s own policy and process.

Sounds great doesn’t it? Who doesn’t want to get their hands on some extra marketing or sales enablement funds that we might otherwise struggle to find in our own business? With a little planning and creative thinking you can use these funds to acquire new customers, grow your existing ones, and forge new markets. As a channel partner, here are a few tips to help you request, secure and use vendor MDF more effectively. And if you’re a vendor, then these tips may help guide your partners towards a more mutually positive MDF experience.  ...Read More


CompTIA ANZ Meeting Wrap Up and August Webinar

Monday, July 24, 2017

The ANZ CompTIA Community is going from strength to strength thanks to you! With community membership at over 2,000 and participation growing, the meetings and webinars are fast becoming recognised as delivering real value to IT channel professionals.

The July Community meeting was a resounding success, with it being the biggest and best held to date. The topic of ‘The Future of Partnering in the Channel’ was of great interest to over 130 of our community members who attended the meeting. The overall feedback was that the keynote speakers and panelists featured at the meeting were excellent.

In keeping the quality content coming for Community members, CompTIA will run a webinar on August 23rd. Mark McInnes - Australia's #1 LinkedIn Social Seller for 2016 – will explain the 7 Secrets of Social Selling and how to find new prospects without cold calling. Click on the link below for more information or to register. ...Read More


9 Big Ideas from Channel Chiefs

Monday, July 17, 2017

The only thing that is certain in the channel is change. Because of this it is important to be across the changes and trends that are taking place in the channel as they happen. This however is easier said than done. When you are so engaged in the day to day happenings of your job it can be hard to remember to stop and look around from time to time.

Looking at emerging trends and being aware of customer’s changing needs is going to help you to be successful in the channel and ultimately in your role. So where do you go for this information if you don’t see it directly in front of you? There are lots of places you can look. Online industry publications are a great start, as is talking to peers and colleagues about what they are seeing happening in the Channel. We found a great article written by T.C. Doyle that covers off 9 big ideas as spotted by Channel Chiefs from beyond Australia. Read on to find out what these 9 ideas or trends are and stay informed about the channel you are a part of.

 ...Read More


8 Software Demo Mistakes That Scream 'Rookie'

Monday, July 10, 2017

If you are a sales person, you know it can take a hell of a lot of work to get to the point of securing a demo with a potential customer. So once your demo is booked, the last thing you want to do is to lose a potential deal with a poor demonstration.

So what does a good demonstration involve and what are they key elements for success? Mark Cox recently published a great article on LinkedIn that outlines what he calls are the 8 demo rookie mistakes. Read it in full to understand the 8 areas that Mark identifies as being critical to success so you are prepared to nail your next customer demonstration! ...Read More


The Value Of A Three Tier Pricing Strategy

Tuesday, June 20, 2017

Author: Cam Wayland

We are currently working with a mid-market VAR/MSP on their business transformation process. In addition to looking at their sales team structure and size, we are also examining their overall profitability. Our first question was to determine how they set the price for their client offerings. Like many companies, they look at the cost of providing their product or service, determine the minimum required GP, and set the price accordingly.

Our next question for them was whether they were happy with the GP they are making. Their answer was 'there is certainly room for improvement'. So how should they be pricing their products and services to maximise their profitability? We believe that the best approach is to adopt a 3 tiered model of Good, Better, Best pricing to not only improve profitability, but also to improve client satisfaction.

So what exactly does this all mean? ...Read More


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