Channel News

Solution Selling Is Dead

Tuesday, October 20, 2015

‘Solution Selling’ is a term we have all heard a million times before. Anyone who has worked in a sales or marketing related position in the channel has been exposed to either training or at the very least marketing material that is based on solution selling. It has been around for quite some time now and is starting to beg the question, Is Solution Selling still relevant?

This article outlines how many organisations attempt to adopt a solution selling approach but often fail at properly executing on it. It also goes on to discuss that perhaps even true solution selling is not the approach we need. Decision makers and managers are not necessarily looking for solutions to problems but rather results for their business. ...Read More


Secrets Of A Perfect MSP Partner Program

Wednesday, October 14, 2015

We are all aware of the amount of change that the arrival of the cloud has brought to the channel and to our industry. We have spoken at length about the changes required for partner businesses as they transition to Managed Service based business models, what happens with their infrastructure and what this means for training and incentivising sales staff.

It is of course however not just the partners who need to make significant changes to the way they do things, vendors do too. Vendors cannot assume that their existing partner support infrastructure, mechanisms and programs are going to continue to work for them and their partners, not with the amount of change that has taken place.  ...Read More


5 Questions You Should Ask to Maximise Training ROI

Friday, October 09, 2015

It is often easier for other people to see what is not working in an organisation when they are looking from the outside in. When looking introspectively our thinking is often clouded as we are too close to everything within the business to view things with an objective or alternative perspective. This is why an independent viewpoint or opinion can often be invaluable when looking at changing something, be it anything from a process, to a program, to a strategy, within your organisation.

This article looks specifically at why and how training by an independent organisation can be so valuable to your organisation. It illustrates how looking at a problem from outside of your business, can provide you with an array of solutions to issues you may be having but also provide efficiencies in areas of your business that you were not expecting.  ...Read More


Y2K Ain't What It Used To Be

Monday, October 05, 2015

Author: Moheb Moses
When people refer the "halcyon days" of the IT industry, they are usually thinking of three things - the early 80's when PCs were $6,000 at 30% margin, the early 90's when MDF meant "Money for Decadent Functions" or the late 90's when customers spent more money on technology in 6 months than any other time in history. (I think it might have also been a boom time for bomb shelters and canned foods).

Because if you remember, that was when we learned about the Y2K Bug (a problem resulting from truncating a four-digit year to two digits, which made the year 2000 indistinguishable from 1900). And that spelt doom time for customers and boom time for resellers. But what if the Y2K bug hit today - would partners prosper or perish? ...Read More


The Financial Case For Moving To The Cloud

Wednesday, September 30, 2015

While there is so much talk about partners moving their businesses to subscription based models and becoming Managed Service Providers, it would seem there are still many end users who are yet to make the leap to the Cloud. Why is this the case when it seems that at every turn partners are changing their organisations to meet the demand for Cloud based services?

This article explores why many organisations have not yet transitioned their IT infrastructure into a cloud based model through a service provider and outlines exactly why they are hesitant to do so. This is useful information because in identifying the reasons why end users are still to make this change, it gives the Managed Service Providers out there the opportunity to sell to these end users in a way that will address their concerns.

Read the article in full to understand how to best alleviate the fears of your customers that are yet to make the change to a Cloud based model.

  ARN: The Financial Case For Moving To The Cloud

 ...Read More


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