CompTIA SMB Resources – Our Top 5 Picks

CompTIA, through their communities, have produced a number of reports, videos and resources recently, focused on helping small and medium MSPs succeed in this current environment. The following are our Top 5 picks. 1. Four Trends to Help MSPs Maximize Business Opportunities in 2021 Four trends that you need to know, based on responses to … Continued

What A Channel-Centric CEO Looks Like

In our Channel Training courses, we talk about how companies evolve through five stages of partnering maturity: Novice – vendor is unsure of partner value Tolerant – there is ad-hoc engagement with partners Reliant – recognition that there is a need for partners to achieve targets Aligned – the vendor’s systems fully support partnering Centric … Continued

Why Companies Are Banning Video Calls

Remote working has become synonymous with back-to-back Zoom meetings. Since the start of the pandemic, video calls have become a lifeline for many employers trialling working from home for the first time. As a result, however, home-workers have been inundated with so many video conferences that it coined a new phrase: Zoom fatigue. It appears … Continued

Jay McBain Presentation Now Available On Demand

At the last CompTIA Community Meeting, we were fortunate to have Jay McBain (Principal Analyst – Channels, Partnerships & Ecosystems – Forrester) share his top 7 predictions/trends for 2021, and provide actionable advice on the changing tech market and how to thrive in broader channel ecosystems. We also had a panel of industry experts tackling … Continued

How to Shift from Selling Products to Selling Services

Only a few years ago, most software companies sold seat licenses for their products, charging customers on the basis of head count. But today, software is typically provided using cloud-based software-as-a-service (SaaS) models that charge customers fees for consumption. Technology companies have spent billions on the innovation necessary to achieve this product shift. In this … Continued

Sales Incentives That Boost Growth

Sales calls aren’t what they used to be. For starters, salespeople are interacting with customers who are armed with heaps of prior research, thanks to the availability of digital and in-person channels. Today’s salespeople are also encountering greater numbers of people they need to influence at customer organizations and are being asked to sell new … Continued

CompTIA 2021 Industry Outlook Webinar Available

I was thrilled to host the CompTIA 2021 Industry Outlook Webinar with Leo Lynch (APAC Sales Director, StorageCraft) yesterday. Together we explored some of the trends highlighted by the CompTIA IT Industry Outlook 2021 Report and reflected on the implications for Australia and New Zealand. You can watch the recording HERE, or download the full report … Continued

Channel Management Course Scheduled for 3-4 March

Our best-selling channel workshop – Dynamic Channel Excellence – is now scheduled for 3-4 March. This is a virtual workshop is delivered remotely by a live instructor, and is perfect for any channel professional from the technology industry, who wants to dramatically improve their channel knowledge and skills.  We cover everything from building the best … Continued

The Right Way to Use Compensation

When Mark Roberge joined HubSpot as its fourth employee, he had no sales experience but still was charged with building the sales team. His background proved to be an advantage, however: With his engineering training, Roberge brought an analytic rigor to the task. And he quickly realized that the sales compensation plan could motivate salespeople … Continued