Channel News

Improve Profit Through Operational Efficiency

Monday, June 04, 2018

Author: Moheb Moses

Most channel firms today acknowledge that transforming their business from hardware-centric reselling to a business model that embraces services and recurring revenue is not only the future, but should at this point be the present.

There are however, many moving parts involved in the transformation process, notably anything to do with business operations and process efficiency. And, in general, this is a difficult, laborious, expensive, and often frustrating undertaking. 
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The Right Way to Respond to Negative Feedback

Thursday, May 31, 2018

Most people don't enjoy receiving negative feedback, whether it's about themselves, their organisation or their team. Yet everybody enjoys being successful. The problem is that the negative feedback can offer information that will enable you to achieve a higher level of success. It could be said that negative feedback can be both constructive and highly informative, enabling you to adjust your behaviours, work practices or processes to reach new heights of success.

So how do you drop your defensive response to negative feedback and use the information constructively? It is not as easy as it sounds but there are some key things you can do. This article written by Tasha Eurich offers some excellent advice around adjusting your response and how to use both the people that offered the feedback and the feedback itself to your future advantage. Read on to learn more.

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Less Is More When It Comes To Partner Business Planning

Thursday, May 24, 2018

Vendors have a lot to do when it comes to managing their partners successfully. There are many metrics to track and many partners to do this for. The reality is that there are not enough hours in the day to track every aspect of a partners performance and engagement. In addition to this, the partners themselves have more than one vendor they need to engage with and so cannot give every vendor their full attention at all times. They too have a business to run. So what is the answer?

Gary Morris of Successful Channels believes that the 'less is more' approach is the key to successful partner planning and engagement. He believes that planning does not need to be complex and your are likely to achieve better engagement, success and a stronger partnership when goals are aligned, plans are kept simple and both parties leave a planning session knowing what the activity plan for achieving their mutual goals looks like. Sounds good? Read the full article to learn how to do this with your partners.
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CompTIA Webinars and Community Meetings

Tuesday, May 15, 2018

The year is racing by and CompTIA is showing no signs of slowing down in terms of the activities and programs for the ANZ Community. We've got four events over the next 2 months to keep you engaged, informed and entertained:

 * Webinar #1 - Risk Management and Threat Hunting
 * Webinar #2 - Corporate Culture and Growing your MSP Business
 * Melbourne Channel Meetup - Melbourne
 * Channel Community Meeting - Sydney ...Read More


Distribution and Channel Alignment

Wednesday, May 09, 2018

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 portfolio of the distributor to the targeted channel partners and their customers. When it is not working well, you can generally assume that ‘alignment’ is either off or in the worst instances, completely missing. So what does alignment actually look like? Let’s find out.
 ...Read More


Comments From Our Clients

  • "I have worked with Moheb on several channel projects including the ARN IT Industry Awards. He has deep channel knowledge and is passionate about how indirect sales can deliver product to market effectively. I would recommend him to anybody looking to build or improve their sales channel"
    ARN – Editorial Director, ARN, IDG Australia
  • "Moheb, apart from his extensive knowledge of the ANZ channel, is an excellent presenter. I have used him on many occasions to present some "unique" sales training courses, and would wholeheartedly endorse his professionalism and ability to deliver on commitments"
    Adobe – Channel Sales Manager
  • "It's great to finally work with an organisation that understands the simple and practical ways of maximising channel value"
    CA – Director, Channel Sales
  • "Channel Dynamics provided us with a straight forward and completely practical way to teach our channel how to understand and deliver complex messaging to their customers. Through this project we were able to set completely new positioning, in a very efficient and timely manner"
    Cisco – Regional Manager Channel Sales
  • "I have engaged Moheb and Cam for channel surveys and the facilitation of planning sessions. They bring with them a detailed understanding of the ANZ channel and knowledge of the market, and added measurable value back to our organisation."
    Citrix – Manager, Channel Development Team
  • "The Channel Dynamics team was a tremendous help in driving toward a more optimized, streamlined, and rational approach toward managing our channel, and helping them and us to grow"
    Citrix Systems – Area Vice President, ANZ
  • "The team at Channel Dynamics helped us understand the channel landscape, identify complementary partnerships and build a strong value proposition that addresses the IDEAL 15 questions"
    Dell – Channels Director
  • "Cam & Moheb are two of the best guys in the industry. Their knowledge of the channel and their professional approach makes them a pleasure to deal with. They have certainly made a difference to the way we do business - I can't recommend them highly enough"
    D-Link – Marketing Director ANZ
  • "Spot on. Cam had a lot of market knowledge and really stimulated discussions. The content was relevant, and I will be able to apply the content gained to my role."
    Ingram Micro – Product Manager
  • "Cam had excellent (inside) knowledge of the industry"
    iProvide – Partner Manager
  • "The most relevant training for the channel that I've ever seen and the feedback from every member of our sales team who attended his course was fantastic. If you're looking for an effective channel model, have a chat with Moheb."
    itX Group Limited – Marketing Manager
  • "The real value of Channel Dynamics is their channel insight and professional approach. Their research provided us with valuable feedback from executive management within our partners, which gives us the building blocks to develop and enhance our channel program."
    Juniper Networks – Channel & Enterprise Marketing Manager ANZ
  • "The absolute best training course we have ever done. Really hit the hot buttons where we were experiencing difficulties talking to resellers, and enabled us to talk to partners in a much more relevant manner. I would certainly recommend it."
    Lexmark – General Manager Channels
  • "Channel Dynamics delivered a combination of strategy development, training, recruitment, and general board level consultancy that significantly contributed and shaped the growth of our business. I could not recommend them more highly for their professionalism, knowledge, wisdom and experience"
    Mailguard – Sales & Marketing Director
  • "Channel Dynamics helped us focus and build upon our own knowledge and strengths to enable us to go to market with a strong, consistent message. The results were truly remarkable!"
    Netgear – Director - Distribution & Retail
  • "I have done several channel courses, and this one was tailored to the market we address. The other programs were cookie cutter approaches"
    Optus – Channel Manager
  • "Channel Dynamics has helped us to define a partner framework from beginning to end and has consistently exceeded our expectations in regards to their professionalism and the way they transfer their knowledge"
    Software AG – Channel Manager
  • "In one word their course was SUPERB. I also found that it provided a great environment for team building. The course encourages an environment where you learn the personal side to your partners, customers or colleagues"
    Symantec – Business Development, Education Services
  • "Channel Dynamics has always added tremendous value in my role as a Channel Director. The combined experience and knowledge of Moheb & Cam make it very difficult to go past them whether you need to train your staff, build strategy or improve partner engagement. In fact they can pretty much fulfil all your needs when it comes to partnering"
    VMWare – Channel Director
  • "There are many consulting companies but there is only one Channel Dynamics. The difference is their experience. Our engagement with them gave us an insight into our channel requirements that we never would have found by looking from the inside out"
    Watch Guard Technologies – Sales Manager
  • "Channel Dynamics understands our business, customers and partners. We don’t have to spend time teaching them our business - they get it. They are always professional, consistent, focussed on attention to detail, and the follow through is outstanding."
    Westcon – General Manager, ANZ