Insights from the ANZ Channel Community

At the last CompTIA Community Meeting, we asked the attendees to give us their observations from 2020, and their predictions for 2021. These nine charts summarise the feedback across five aspects: Revenue growth Staffing numbers Working from home Technology Business challenges 1. Revenue Growth Overall, the impact on revenue in 2020 was mixed with 44% … Continued

Do We Really Need To Meet Customers?

In Australia and New Zealand, restrictions have eased over the ability to meet with customers and partners in person. And as the vaccines are rolled out, it’s only a matter of time before we return to some semblance of the way meetings used to be. But just because we can meet in person, does that … Continued

Not Everybody Wants to Grow

It may be abhorrent to many vendors, but not all solution providers/MSPs want to grow their business. It may be that they’ve achieved a level of organic growth and profitability they’re happy with, or it may be that the additional investment required may be too great, or it may be a business culture that prefers stability. … Continued

ChannelCon Highlights Available Online

Each year CompTIA hosts ChannelCon – an event where 1,500 MSPs are treated to a world-class array of thought leaders and industry experts. This year it was presented as a virtual format, which means all sessions are available online. You can view the entire event from the beginning of Day 1 here, or you can … Continued

Partner Enablement in a Virtual World

Last month I wrote about how Channel Sales will change in what many are calling the new normal. And like people who progresses through the 7 stages of grief after a loss, so too is our industry progressing through the loss of “the way things were” and learning to accept and adapt. The real indicator … Continued

Channel Sales in the New Normal

This week we start to see easing of coronavirus restrictions with pubs and clubs joining cafes and restaurants in allowing patrons back in to dine. That means we’re not far away from being able to meet with our partners and customers in person again. But just because we can, that doesn’t mean we will. While … Continued

Is Your Partner Program Working For You?

If you are a vendor, you probably have a partner program to manage your partners. What’s interesting though is how many vendors talk about how much the industry and partners have changed over the last few years, and yet they continue to manage those partners using an outdated program design created 20 years ago. What … Continued

CompTIA Event Wrap Up

Exploring ways to achieve growth – in business, personal and partner ecosystem – was the main focus at CompTIA’s latest ANZ Channel Community meetings held in Sydney, Melbourne and Auckland. Simon Harris, ran a workshop for MSPs on why the right business model always trumps hard work and explored 4 areas of business that can … Continued

A Look Back at the Last 15 Years

This month marks the 15th anniversary of Channel Dynamics. When we started this business in 2004, we didn’t realise how radically the channel would change over that time, nor how much we would have to adapt to remain relevant to our clients. As the industry has matured, so too has the need for vendors, distributors … Continued

Nice Isn’t Good Enough Anymore

When I first got into this industry, it was easy to be a channel account manager. All you needed was a half decent product, an expense account, and a nice personality. You built relationships over drinks or at a football game, and people bought from you. (It probably was a bit harder than that, but … Continued