Channel News

The Best Articles of 2017

Thursday, December 07, 2017

It is hard to believe we are already in December, bringing the year of 2017 to a close. We hope that you have all had a happy and successful year. We also hope that the articles we have provided you with here on our blog and through our newsletter have been helpful, informative and occasionally entertaining.

With that in mind we have decided for the last blog entry for 2017 we would point you to the three articles that you seemed to like most this year. We hope you enjoy revisiting them or even perhaps reading them for the first time. Click on the links below to read each of them in full.
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CompTIA ANZ Executive Council 2018

Friday, December 01, 2017

With the last Community Meeting for 2017 being completed and the community initiatives winding down for the year, the final order of business for 2017 is to announce the new ANZ Executive Council for 2018.

Throughout 2017 we have had a strong Executive Council (EC) with the majority of members being keen to stay on for 2018. We did however have some departures which has made room for two new members. These EC members were elected at the November Community meeting where community members were able to cast their vote from a pool of 6 candidates. 
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Forget About Disrupting and Just Get on with it

Thursday, November 16, 2017

Author: Moheb Moses

If “Cloud” was the most overused word in 2016, then “Disruption” would be my pick for this year’s winner. It seems that the mantra for the new breed of workplace warriors is “disrupt, or be disrupted”, and anyone who isn’t turning their business on its head is surely going to end up in the dictionary between “K” for Kodak and “L” for Loser.

But what if it’s all a myth? What if a company’s performance has nothing to do with disruption at all? What if the real reason behind success dates back to 4,500BC when an innovative young Mesopotamian put an axel between two slices of a tree trunk, realised it was easier than carrying things on his back, and called it a wheel?
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How Social Selling Can Help MSPs Generate New Leads

Tuesday, November 14, 2017

Sales can be a tough game, and as a sales person you are always on the look out for ways to generate new leads, and ideally improve your close rates. This article explores the idea that if you are a sales person at an MSP and you have not already been using social selling as a way to generate leads, you really need to start.

Social selling is still relatively new and if you have been in the industry for 15 years or more, there is a good chance you are not using it. This article identifies three things that social selling can help you do that traditional sales techniques cannot (this is the 'why' use social selling). It then goes on to break down three action items (the 'how' to use social selling) for you to go ahead and do so you can get started. Read the article and start filling your pipeline. 
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Profits Eat Innovation For Breakfast

Sunday, November 12, 2017

This article from Forbes magazine ties in with our feature article this month Forget About Disrupting and Just Get on with it. It discusses striking the important balance between ensuring you make short term profits while also experimenting with new and innovative technologies, processes and ideas to allow for longer term growth and evolution.

While this article uses the example of the American giant GE to demonstrate this point and it takes a while to get there, it has some great nuggets of information that can be highly relevant to channel based businesses. Interestingly you will find it comes back to the main point made by Moheb in his article. While innovation is important, it really comes down to whether you are solving your customer's pain points. 
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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
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    CA – Director, Channel Sales
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    Citrix – Manager, Channel Development Team
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    Dell – Channels Director
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    Ingram Micro – Product Manager
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    iProvide – Partner Manager
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    itX Group Limited – Marketing Manager
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    Lexmark – General Manager Channels
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    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
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    Watch Guard Technologies – Sales Manager
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