Positive Outcomes From COVID-19

Over the last few months there has been much written about the impact COVID-19 is having on employment, business, social activities, sport, etc… most of it negative. This month I wanted to share some thoughts and examples of how the pandemic has had positive effects on the ICT industry and the people that work within … Continued

Results of COVID-19 Impact Study

In late April, Channel Dynamics contributed to a global channel survey, coordinated by our US based alliance partner – The Channel Company, by interviewing local Solution Providers/MSPs to get their insights from an ANZ perspective. The aim of the survey was to talk to customer facing solution providers of all sizes to see how COVID-19 … Continued

Building Alliances That Actually Work

When vendors talk to us about channels, they typically mean resellers, MSPs, distributors, integrators, consultants, and occasionally agents. But every once in a while, a vendor asks us about building an Alliance channel, or making their existing Alliances work. What makes Alliance partners more difficult than a traditional channel, is that they typically don’t make … Continued

8 Tips for Partner-to-Partner Partnering

The complexity of modern hybrid cloud solutions provides significant delivery challenges for solution providers. Many partners are finding that the skills and resources required to deliver the solutions they sell, may be beyond the scope of the capabilities they have in-house. Consequently, many partners are teaming up with third parties to deliver a complete solution … Continued

How to Create Greater Sales Loyalty

While the old adages of “customer comes first” and “customer is always right” are often thrown around externally, what gets said (and acted upon) internally within organisations is often vastly different, leading to an entirely different customer experience. This was highlighted in two of our recent consulting projects involving clients asking us to investigate why … Continued

5G Is Nearly Here, Now What?

The fifth generation of wireless technology promises lightning-fast speed, incredibly low latency, and the capacity to carry massive numbers of connections simultaneously. Carriers around the world are now trialling 5G wireless communications with the networks and technology going live during 2019. There have been numerous terms to describe the potential impact 5G will have on … Continued

Not Being a Trusted Advisor Can Be an Advantage

This month I am continuing on from Moheb’s feature article in our August newsletter, that explained the four traits of being a trusted advisor. I am going to start by making a controversial comment and suggest that being a trusted advisor should NOT necessarily be the primary goal for every Channel Account Manager (CAM), and certainly … Continued

You Get What You Reward So Be Careful

At present there is a lot in the news about reward and compensation systems driving the wrong behaviour at banks and financial institutions. Luckily the ICT industry is not facing a Royal Commission, but there are certainly some badly designed incentives and discount structures delivering predictably poor outcomes, which we will explore in this month’s … Continued

Distribution and Channel Alignment

Author: Cam Wayland Vendors often measure, profile and segment their partners and their distributors based on revenue performance. Rarely do they dig deeper to look beyond the numbers to what is actually driving the revenue via distribution.   When it is working well you will usually find there is “alignment” between the capabilities, resources, and vendor … Continued

Predictions of What Will NOT Happen in 2018

At the beginning of each year the channel trade press, IT industry consultants and pundits take a stab at what will or may happen in the coming year. While so much has happened in the IT industry in recent years, it seems that some things never change. With that in mind, this year we thought … Continued