Category: Uncategorised

Business Development can be a tough job, especially if you are working on true green fields (ie. no existing customers). Many organisations bring on new BDMs to increase their sales growth each year, but the problem is that many BDMs don’t always last. Some make it to 6 or 12 months and then they leave … Continued

The recent announcement of the 2015 Budget appears to offer some very good news for the IT industry for the first time in a good while. The government has set aside over $250 million to commence its digital transformation, which includes improving on a number of existing initiatives and launching a range of new ones. … Continued

The hottest topic in the IT Channel right now has to be businesses transitioning to the cloud. This is a hugely relevant article focused on companies making this leap to a subscription based revenue model. As the article states, ‘the transition of software from on-premise to the cloud is nothing short of a revolution’ and … Continued

Productivity is a challenge for so many of us. Most of us are constantly looking to be more productive in both our professional and personal lives. We all face the same problem of having only 24 hours in each day. The question is how do we get the most out of those 24 hours? As … Continued

The sales process is not often simple. Obtaining sign off on a deal of almost any size requires many meetings and presentations to different people within a business. Sales people spend these meetings proving the value of their solution and specifically how it will help solve a customer’s problems. It is well known that as … Continued

We are hearing and reading so much about the changing landscape of the channel. We hear how the evolution of Cloud means that businesses need to make fundamental changes to their business models and the way they go to market. It is a case of either evolve with the industry or you won’t survive. These … Continued

We come across all sorts of people in our working lives, all with different personalities. Further to this, we have to find a way of working with these different personalities to get our jobs done, whatever they may be. While people generally don’t sit neatly into pre-defined personality categories, you can normally group people broadly … Continued

Many of us have to motivate or incentivise people that we work with as part of our job. Most of you reading this piece would work with sales staff or channel partners that you need motivate and incentivise every quarter in an effort to reach sales targets. Either way we tend to use financial incentives … Continued

Chris Kenton, the founder of the organisation SocialRep, recently wrote an article published on LinkedIn about the channel marketing trends tipped for 2015. Based on a larger body of work that Chris is completing, he interviewed a large number of Channel Marketing Executives and Managers to understand what challenges they are facing in growing partner … Continued

The price of a product or service is always something that a consumer considers as part of their purchasing decision. Businesses are acutely aware that some purchasing decisions are purely price driven, but it seems there is more to a price for a product or service than one would ordinarily consider. An interesting article written … Continued