Channel News

Are You Selling Benefits or Advantages

Friday, November 02, 2018

Author: Moheb Moses

Whether you are a partner (ie. VAR, MSP, SI, etc) selling to end-users, or a vendor promoting your technology to the channel, are you selling genuine benefits or simply selling advantages? More importantly, do you know the difference, and the enormous impact this has in helping you close business?

In this article, we look at the differences between features, benefits and advantages, and the role they play in the sales cycle. We explore how their ability to influence is affected by other factors such as time, cost, complexity, and customer expertise. Finally, we look at when to use each type of statement to have the greatest impact in establishing credibility with customers (whether you are selling to end-users or partners)  ...Read More


30 Ways to Improve Your Leadership in 30 Days

Thursday, November 01, 2018

While it is great to go into detail around leadership strategies and what you need to do in order to be an effective/strong/well liked/smart (the list can go on forever) leader, sometimes it is helpful to simply read a list of things you can change immediately for immediate results. 

Being a great leader takes hard work, generally years of experience (read trial and error, sometimes big errors) and success in a variety of scenarios, just to name a few. That said even great leaders need to be introspective and look at what they do and how they do it. This is a short article relevant to those new to leadership or seasoned veterans with a list of great ways to make small improvements to your leadership style immediately. Take a look to see what you can change today.  ...Read More


Cloud Service Providers Set for Business Model Overhaul

Tuesday, October 30, 2018

The absolute truth when it comes to most things in life is that the only constant is change. Technology evolves at an incredible rate and as a result customer needs and demands change. Being agile enough to respond to these needs is key to success. Being at the forefront of these changes and possibly slightly ahead of them is even better. 

While some of you might feel you are only just restabilising after the shift to a cloud based business model, you can't afford to relax now. This article highlights the trends in the market for 2019 for Cloud Service Providers and what it is customers are now looking for from their partners. ...Read More


CompTIA End of Year Celebration Meetings

Tuesday, October 23, 2018

While the year end is barrelling towards us and we all start turning our attention to the Christmas rush, CompTIA still have their last two Community events for 2018 to come. 

Given the success of our last Meetup held in July, we are running another one in Melbourne on November 13 again at WeWork on Collins St. This is your chance to come down and meet with your industry peers, be a part of a facilitated discussion on Industry Trends as well as get an update on CompTIA activity and initiatives. 

The last Sydney Community Meeting for 2018 will take place the following day on November 14th at the Swissotel. This meeting will focus on 'Innovative Sales and Marketing Strategies for MSPs in 2019' and includes a marketing panel plus breakout sessions on a range of different topics. ...Read More


Not Being a Trusted Advisor Can Be an Advantage

Thursday, October 04, 2018

Author: Cam Wayland

This month I am continuing on from Moheb’s feature article in our August newsletter, that explained the four traits of being a trusted advisor. I am going to start by making a controversial comment and suggest that being a trusted advisor should NOT necessarily be the primary goal for every Channel Account Manager (CAM), and certainly not for every partner they manage.

This is not just to avoid using a cliched “meeting bingo” phrase, but more importantly because it will improve the account manager’s overall productivity and general territory management by not trying to achieve this status with every partner they manage. The result of this being an increase in their chances of making their sales target. There are several ways this happens - let me explain. ...Read More


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