About Consulting

imageAs a vendor, you have several options as to how you go to market. If your strategy involves an IT distribution channel, then choosing the right channel partners, developing profitable channel programs and devising effective channel strategies is imperative for optimising channel growth.

Channel Dynamics has worked with a variety of organisations, ranging from companies wishing to establish a new "start-up" channels model, to established companies wishing to improve specific aspects of their existing channel program. We understand that each company has different requirements, and our approach is to create a tailored channel strategy to achieve your long-term objectives, and/or address your short-term tactical issues.

Channel ConsultingThe methodology adopted by our channel consultants is based around the comprehensive DynamicDSI model, and the Dynamic Channel Performance model. These models, and a range of other tools, can be applied to your specific channel situation on an on-going basis in order to continually improve or monitor your channel performance.

Our channel consultants have helped many international companies create efficient, effective and high performance IT distribution channel strategies that ensure growth not only for you, but also for all the tiers in your channel. 

Examples of projects that we have recently completed include:

  • Identified best-of-breed Channel Program models, and made recommendations regarding design and management of the vendor's program.
  • Conducted a Channel Survey to identify strengths and weaknesses in the vendor's go-to-market strategy, uncovered competitive positioning, and provided recommendations on how best to address the pain points.
  • Sales Analysis of a distributor's point-of-sales reports, and provided a report that highlighted areas of concern that had gone unnoticed.
  • Developed a Partner Selection and performance measurement model, to aid the partner recruitment & management process.
  • Facilitated a Strategic Planning meeting that enabled the distributor to assess their Strengths/Weaknesses in an objective manner, and helped them to identify key Opportunities and address potential Threats.
  • Reviewed the vendor's Channel Strategy, and helped them engage with partner vendors to create a unique and compelling product offering.
  • Provided Sales Training (basic and advanced) for channel managers to improve their engagement with, and influence over, key partners
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Comments From Our Clients

  • "I have worked with Moheb on several channel projects including the ARN IT Industry Awards. He has deep channel knowledge and is passionate about how indirect sales can deliver product to market effectively. I would recommend him to anybody looking to build or improve their sales channel"
    ARN – Editorial Director, ARN, IDG Australia
  • "Moheb, apart from his extensive knowledge of the ANZ channel, is an excellent presenter. I have used him on many occasions to present some "unique" sales training courses, and would wholeheartedly endorse his professionalism and ability to deliver on commitments"
    Adobe – Channel Sales Manager
  • "It's great to finally work with an organisation that understands the simple and practical ways of maximising channel value"
    CA – Director, Channel Sales
  • "Channel Dynamics provided us with a straight forward and completely practical way to teach our channel how to understand and deliver complex messaging to their customers. Through this project we were able to set completely new positioning, in a very efficient and timely manner"
    Cisco – Regional Manager Channel Sales
  • "I have engaged Moheb and Cam for channel surveys and the facilitation of planning sessions. They bring with them a detailed understanding of the ANZ channel and knowledge of the market, and added measurable value back to our organisation."
    Citrix – Manager, Channel Development Team
  • "The Channel Dynamics team was a tremendous help in driving toward a more optimized, streamlined, and rational approach toward managing our channel, and helping them and us to grow"
    Citrix Systems – Area Vice President, ANZ
  • "I engaged Channel Dynamics where special expertise and deep industry knowledge was required to develop the overall channel strategy. They have always delivered above expectation and provided a level of service and insight that has added significant value to my business area"
    Citrix – Director, Channels
  • "The team at Channel Dynamics helped us understand the channel landscape, identify complementary partnerships and build a strong value proposition that addresses the IDEAL 15 questions"
    Dell – Channels Director
  • "In addition to using the experienced team at Channel Dynamics to develop our own internal skills, D-Link used them to develop a professional sales training course for our reseller channel. The feedback from the channel was overwhelming in terms of positive praise"
    D-Link – Product Strategy Manager
  • "Cam & Moheb are two of the best guys in the industry. Their knowledge of the channel and their professional approach makes them a pleasure to deal with. They have certainly made a difference to the way we do business - I can't recommend them highly enough"
    D-Link – Marketing Director ANZ
  • "Cam & Moheb are two of the best guys in the industry. Their knowledge of the channel and their professional approach makes them a pleasure to deal with. They have certainly made a difference to the way we do business - I can't recommend them highly enough"
    D-Link – Marketing Director ANZ
  • "Spot on. Cam had a lot of market knowledge and really stimulated discussions. The content was relevant, and I will be able to apply the content gained to my role."
    Ingram Micro – Product Manager
  • "Cam had excellent (inside) knowledge of the industry"
    iProvide – Partner Manager
  • "The most relevant training for the channel that I've ever seen and the feedback from every member of our sales team who attended his course was fantastic. If you're looking for an effective channel model, have a chat with Moheb."
    itX Group Limited – Marketing Manager
  • "The real value of Channel Dynamics is their channel insight and professional approach. Their research provided us with valuable feedback from executive management within our partners, which gives us the building blocks to develop and enhance our channel program."
    Juniper Networks – Channel & Enterprise Marketing Manager ANZ
  • "We have been able to put on more partners, and gain access into partners that we didn’t have a reach into previously, just by implementing this new approach. I would certainly recommend them

    "
    Lexmark – Channels Director, Asia Pacific
  • "The absolute best training course we have ever done. Really hit the hot buttons where we were experiencing difficulties talking to resellers, and enabled us to talk to partners in a much more relevant manner. I would certainly recommend it."
    Lexmark – General Manager Channels
  • "Channel Dynamics delivered a combination of strategy development, training, recruitment, and general board level consultancy that significantly contributed and shaped the growth of our business. I could not recommend them more highly for their professionalism, knowledge, wisdom and experience"
    Mailguard – Sales & Marketing Director
  • "Channel Dynamics helped us focus and build upon our own knowledge and strengths to enable us to go to market with a strong, consistent message. The results were truly remarkable!"
    Netgear – Director - Distribution & Retail
  • "Moheb is a true professional with a thorough understanding of the IT market. He was a pleasure to work with"
    Netgear – VP, Asia Pacific
  • "I have done several channel courses, and this one was tailored to the market we address. The other programs were cookie cutter approaches"
    Optus – Channel Manager
  • "Channel Dynamics has helped us to define a partner framework from beginning to end and has consistently exceeded our expectations in regards to their professionalism and the way they transfer their knowledge"
    Software AG – Channel Manager
  • "In one word their course was SUPERB. I also found that it provided a great environment for team building. The course encourages an environment where you learn the personal side to your partners, customers or colleagues"
    Symantec – Business Development, Education Services
  • "Channel Dynamics has always added tremendous value in my role as a Channel Director. The combined experience and knowledge of Moheb & Cam make it very difficult to go past them whether you need to train your staff, build strategy or improve partner engagement. In fact they can pretty much fulfil all your needs when it comes to partnering"
    VMWare – Channel Director
  • "There are many consulting companies but there is only one Channel Dynamics. The difference is their experience. Our engagement with them gave us an insight into our channel requirements that we never would have found by looking from the inside out"
    Watch Guard Technologies – Sales Manager
  • "Channel Dynamics understands our business, customers and partners. We don’t have to spend time teaching them our business - they get it. They are always professional, consistent, focussed on attention to detail, and the follow through is outstanding."
    Westcon – General Manager, ANZ