Channel News

Manage Partners? Then Use PowerPoint Better

Tuesday, April 23, 2019

Author: Moheb Moses

Over the last 12 months, the training course I have delivered most often has been our Dynamic Sales Presentations workshop. This has been incredibly gratifying for me personally, as I have long been an advocate of the importance of presentation skills for Channel Account Managers, particularly when dealing with partners/MSPs, where the challenge is not just differentiating your product, but also gaining mindshare and being remembered in a very crowded space.

Interestingly, every time I have run this course, someone has invariably said “I didn’t realise you could do that” after I utilised one of PowerPoint’s lesser known features. So after several requests from people over the last few months, I have put together my Top 10 Tips for capturing and maintaining your audience’s attention.

Tips for Breaking up the Monotony

1.  The B Key
Improve your engagement by turning off PowerPoint momentarily and get the audience to focus on you. If you press the letter “B” during the presentation, it will black out the screen and give you the opportunity to shift from being presenter to facilitator/collaborator. Completely changes the feel in the room, and heightens audience engagement.

2.  Navigation
During your presentation, you can jump to a slide by typing in the slide number then hitting enter. Perfect if you want to skip a section without clicking through every slide. Which means you can now include all the slides you think you might need, but then skip over them if you decide not to use them on the day.

3.  Morph Transition
Use this transition to move from one slide to the next, and have an image move with you to create continuity between ideas. Just copy the image to the following slide, position/size it, and PowerPoint will create a seamless transition.

4.  F5/Shift-F5 Keys
Jump into presentation mode quickly, rather than having to click on that tiny slide show icon. It just makes the beginning of a presentation less fiddly. F5 starts from the beginning, where as Shift-F5 starts from the slide you are on.

Tips for Simplifying Complex Slides

5.  Less text
If you hate looking at slides with too much text, then it’s a safe bet your audience does also. Remove the bulk of the text, and increase the font size (typically you need a minimum of 24pt). Handy Hint: keep the original slide in the deck, but hide it - it makes for a good reference for you, and you can use it to send to audience members who ask for a copy of your deck (which happens a lot more often when you don’t bore them)

6.  Animate Complex Images
If your image is made up of multiple components, then introduce them one after the other to make it easier for your audience to follow your message. Handy Hint: if you have a single image, and when you right click on it, the word "Group" is not greyed out, you can probably Ungroup it into its various components.

7.  Reveal Complex Pictures
What if your picture can’t be broken into components? Instead, cover sections of it with white boxes, then slowly have them disappear - using the "Fade" animation - to reveal the image (a bit like teachers used to do with sheets of paper and overhead projectors). But make sure the slide animations are aligned with your style and timing, not you trying to fit in with theirs.

Tips for Presenting Numerical Data

8.  Highlight the Important Bits
Use circles or boxes to highlight the section you want your audience to focus on. And as I said earlier, make it big enough to read. Pet Peeve: I’m not a big fan of the laser pointer - most presenters wave it about wildly, and it's often hard to see the red dot. I prefer to go up to the screen and point to it.

9.  Summarise the Key Info
Any slide that begins with you saying "You probably can't read this, but..." doesn't belong in your deck. If you have critical information you need to present, then select it, and put it on a slide of its own. Yes, it takes more time, but what would you rather - an easy slide that no-one pays attention to, or one that gets your message across?

10.  Create Meaningful Charts
Use charts to present numbers in a graphic form. Personally, I think the default font sizes in PowerPoint are too small. So remember to increase them, and make sure you use a consistent colour scheme. If you use charts often, save your preferred format as a Style that you can re-use.

If you have your own tips, I'd be keen to hear from you. Drop me a note at And if you're interested in sharpening your own presentation skills, be sure to check out our Dynamic Sales Presentations workshop.

Back to News

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