Channel News

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How to Create Greater Sales Loyalty

Tuesday, June 11, 2019
Author: Cam Wayland

While the old adages of “customer comes first” and "customer is always right” are often thrown around externally, what gets said (and acted upon) internally within organisations is often vastly different, leading to an entirely different customer experience.

This was highlighted in tw
o of our recent consulting projects involving clients asking us to investigate why their partners were not purchasing as much as expected. Our research uncovered two issues - 1) changes to front line customer engagement were creating problems, and 2) product & program changes were amplified by these gaps in customer engagement resulting in customer defection. This article looks at the causes of these issues, and makes recommendations to avoid these customer engagement mistakes. ...Read More

It's EOFY... don't waste your training budget!

Tuesday, June 04, 2019

It's the end of the financial year, and you may have an MDF or training budget that hasn't been spent. Make sure you don't let it go to waste!

Research shows that training increases staff retention and staff motivation. Employers that provide quality training create a workforce that is motivated and loyal. Channel Dynamics offers training for sales and marketing people to be equipped with the right skills to consistently execute an effective channel program or strategy. Our training programs are designed to help people achieve better sales results, whether it's your own staff, or the staff of your partners. And we've got three formats, depending on your needs:

 ...Read More

10 Body Language Tips for Leaders

Tuesday, May 28, 2019

In May, we had a focus on leadership and presentations... CompTIA held their ANZ Channel Community meeting on Leadership, and Moheb Moses gave us a great article using PowerPoint to manage partners. This month, we focus on a skill that goes hand in hand with these themes - body language.

Good body language is crucial for leaders. As leaders climb the corporate ladder, the more physically removed they become from the people in their office environment, such as a separate office or even a separate floor. As people see leaders less, when they do see them, their body language will have a greater impact and is often more scrutinized. In this article Carla Rudder has compiled 10 body language tips for leaders to make sure your message as an impact. ...Read More


May Channel Community Meetings Wrap-Up

Tuesday, May 21, 2019

The first CompTIA ANZ Channel Community meetings for 2019 were held last month in Sydney and Melbourne and our first ever meeting was held in New Zealand.

Moheb Moses, Director and Co-Founder of Channel Dynamics, is also the CompTIA Community Director. Moheb opened these meetings and introduced the amazing speakers.

Sydney gave us Brent Valle, founder, The Future Phase, who shared stories both personal and professional to illustrate traits and values that are important for up and coming leaders.

Grant Cleary, senior business marketing manager, AI Group, and CompTIA ANZ Executive Council member facilitated our panel, who included 
 ...Read More


Channel Excellence Open Workshop Announced!

Monday, May 06, 2019

We are thrilled to announce that we’ll be running our first open training course - the Dynamic Channel Excellence workshop! Those of you that have attended our courses over the years know that they have always been tailored for a specific organisation, and require a minimum of 6 people. However, we often get requests from individuals who want to attend on their own, and want to be part of a class where they can be exposed to people from other companies with different channel strategies. And that’s exactly want we’ve put together.

The course is based on the most popular sections from our Dynamic Channel Management and Dynamic Channel Sales courses. The goal is to make sure you have a solid foundation for building a high-performance channel, and walk out with a number of ideas to inspire channel loyalty and increase revenue through partners/MSPs. Whether you’re new to channels and want to accelerate your success, or you’re an established channel professional looking to adopt best practices, we guarantee you'll find this workshop valuable. ...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