It’s interesting that a marketing concept introduced 30 years ago can have implications for an IT industry transitioning to an “as a Service” model today, but that is exactly what is happening. In 1986, Regis McKenna presented the concept of the Whole Product in his book “The Regis Touch”, which was later popularised by Geoffrey … Continued
Over the years, I’ve had several sales managers tell me their sales people are “coin-operated”. In other words, they are motivated purely by their pay packet. So all you need to do is give reps a sales target, give them a commission plan, and set them loose (and the good ones will deliver the results). … Continued
If you are a regular reader of our newsletter, you would have seen that Channel Dynamics has been working with global not-for-profit channel association CompTIA to establish an ANZ IT Channel “Community” to advance the industry through education, research, networking events and professional certifications. Last year, CompTIA worked with research firm After Nines Inc to … Continued
If you’ve read our articles over the years, you will have noticed we try to make them interesting and informative without overtly promoting our own services. So it feels strange for me to write this article because I will be blatantly promoting our services at the end. Don’t worry – this article is still going … Continued
When people refer the “halcyon days” of the IT industry, they are usually thinking of three things – the early 80’s when PCs were $6,000 at 30% margin, the early 90’s when MDF meant “Money for Decadent Functions” or the late 90’s when customers spent more money on technology in 6 months than any other … Continued
Channel used to be easy. I don’t mean easy for the average man in the street (who thinks it’s a brand of perfume or something you change with a remote). I mean it was easy for those of us actually in the channel. We all understood how it worked. Vendors sold to distributors, who then … Continued
I often conduct strategy discussions with vendors who sell through Service Providers, and at some point during the meeting, I’ll ask the question – are Service Providers (ie. Managed Service Providers, Telcos, Cloud providers, etc) your Customer or your Partner? The answer is usually something like “well sometimes they’re customers and sometimes they’re partners but … Continued
As we pass the 10 year milestone as Channel Dynamics, we couldn’t help but reflect on how our industry has evolved over the last decade. Technology may advance every year (faster in some years than others) but it’s only when we stop and look at it over a period of time that we realise how … Continued
It’s the end of the quarter, and we need to make the number. So out come the promos! We’ve all heard them before. “Buy 4, get 1 Free”. “Take 2 months stock, and I’ll give you a discount”. “Drop your margin by a couple of points to help us get this deal, and we’ll owe … Continued
There is no doubt that customers are starting to examine how they procure technology, and opting for a Cloud model rather than the traditional CapEx model. However, while this shift may provide a range of benefits for the customer and potentially the channel, it also brings with it some fundamental changes to the way technology … Continued
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