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

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