Channel News

The Four Traits of a Trusted Advisor

Thursday, August 02, 2018

Author: Moheb Moses

If I had to pick my most annoying phrase right now, it would be “Trusted Advisor”. Greatly overused, often misrepresented, and largely misunderstood, those two words are now well and truly entrenched in the “Meeting Bingo” category - they seem to get bandied about without any particular definition or consideration.

But while I may hate the use of the phrase, I absolutely believe in its intent, which is to be an organisation where customers seek your advice, and trust it enough to act on it rather than shop you around. And what's more, I believe there are four attributes which define what Trusted Advisor status means.
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The Biggest MSP Mistakes and How to Avoid Them

Tuesday, July 31, 2018

Today there are a significant number of partners in the market that made the leap to becoming Managed Service Partners (MSPs) and have been running successfully for some time. While we have seen so much about what a services business model needs to do to be successful, nothing is more powerful than hearing from successful MSPs first hand. Understanding what they felt were their biggest mistakes and what the impact of these mistakes were on their business is incredibly helpful for those still working on making that transition or who are building their MSP business from the ground up. 

This article by Brad Howarth talks to several well-known MSPs in the Australian Channel about their most valuable lessons and experiences in transitioning to a Managed Services business model. From these discussions Brad identifies 6 key areas where these partners made mistakes and learnt from them, ensuring the ongoing success of their respective businesses. Read the article to find out what these mistakes were, you may just be able to apply their learnings to your own business. 

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CompTIA July Community Meeting and Meetup Wrap

Thursday, July 26, 2018

The 10th CompTIA ANZ Channel Community meeting was held in Sydney on July 25th and the very first MeetUp was held in Melbourne on July 24th. Discussion topics at the Sydney meeting centred on cybersecurity as well as emerging opportunities for channel businesses. The guest speaker was Roger Heyes, business information security officer, Equifax A/NZ. Equifax suffered a high-profile data breach in the USA and UK last year, so it was a valuable reminder for the attendees regarding the importance of maintaining strong security from someone who experienced it first hand.

The rest of the meeting was mainly built around interactive sessions and group discussions. This included a game regarding notifiable data breaches (NBD) scheme compliance, with teams sharing different experiences and scenarios and discussing different roads and processes to take in the event of a breach.  ...Read More


How to Develop Ideas for Thought Leadership Articles

Thursday, July 26, 2018

Along with being a ‘Trusted Advisor’, we often hear about people or organisations being ‘Thought Leaders’. It is the individual thought leaders that help create the perception of an organisation being thought of a thought leader. If you think about it, you usually assign this label to people that you read content from or hear speak at different industry events. So how do you build your profile as a thought leader and in turn help position your organisation as such? Obviously you need to start by documenting your ‘thoughts’. Initially this can seem easy enough but in order for people to actually want to read what you have to say or think, you need to make sure you meet a few key criteria. 

This article offers some extremely practical advice for structuring your articles to ensure they are interesting and engaging for the reader. It outlines 6 tips or criteria that you should try to meet when writing a thought leadership piece that will grab your readers attention and hold it. While there are social platforms you can use to post and promote your articles for free, the better the content the better the engagement. It also boosts your chances of having your pieces picked up by industry publications. Make sure you read this article before you put your next thought leadership piece together.
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You Get What You Reward So Be Careful

Friday, June 29, 2018

Author: Cam Wayland

At present there is a lot in the news about reward and compensation systems driving the wrong behaviour at banks and financial institutions. Luckily the ICT industry is not facing a Royal Commission, but there are certainly some badly designed incentives and discount structures delivering predictably poor outcomes, which we will explore in this month’s article.

There are two familiar adages worth thinking about in context together rather than separately. Firstly “you get what you pay for”, and secondly “what gets measured gets done”. When looked at together you have the makings of a reward and compensation system, or a channel program discount and incentive structure. 
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