Channel News

Channel Conflict Is Here To Stay Get Used To It

Thursday, September 17, 2015

The channel supply chain is not as simple as it used to be. The arrival of the Cloud has seen many changes in how businesses go to market, how they are positioned in the market, who they partner with and who they compete with.

Last month we explored this concept in the article "This Channel Thingy Is Getting Complex". We looked at how much things have changed since the days of having the simple linear model of Vendor to Distributor to Partner to End User. The new complicated supply chain has introduced a new set of problems, including a change in channel conflict.

While channel conflict is nothing new, Steven Kiernan expands on this topic further and looks at specific examples of how this new supply chain has affected who competes with who and what the channel conflict of today looks like.

Read this article to get some clarity on what is otherwise now a complicated issue and find out how the most successful players are operating under this new channel framework.

  CRN: Channel Conflict Is Here To Stay, Get Used To It

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What Really Makes Teams Work?

Thursday, September 10, 2015

The importance and relevance of team work cannot be understated. The majority of us work in teams on a daily basis and/or participate in teams of some description in our own time, for pleasure.

This article states that in the current age, teamwork on a professional level has never been more important, and it is only continuing to become more so. The work produced in a team environment has been proven to be of a higher standard than that of an individual, time and time again. This means that it is critical for organisations to understand what underlies successful team work.

Here we look at the importance of face to face, human relationships and their effect on teamwork as well as the role of technology and communication via technology when it comes to working as part of team.

Read the article in full to understand the key elements of successful teamwork and how you can apply them to the teams you are part of today.

     LinkedIn: What Really Makes Teams Work?

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This Channel Thingy Is Getting Complex

Tuesday, September 01, 2015

Author: Moheb Moses
Channel used to be easy. I don't mean easy for the average man in the street (who thinks it's a brand of perfume or something you change with a remote). I mean it was easy for those of us actually in the channel. We all understood how it worked. Vendors sold to distributors, who then distributed to resellers, who then resold to end-users (the actual buyers). Everyone knew what they were supposed to do and everyone was happy.

But then Cloud showed up, and the world started to change. Buyers decided they didn't want to buy technology. So resellers decided they didn't want to resell. Which meant distributors had less to distribute. And when that happens, technology vendors start to panic. Did this spell the end of this channel thingy we'd all grown to love?

Back in the good old days (when software came in a cardboard box the size of a brick and people wanted to own their own servers) the channel model was very linear.

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Is Channel First Just Lip Service?

Tuesday, August 25, 2015

Channel Partners deal with vendors all day long. The relationships that channel partners have with vendors are very important, in fact they are critical to their mutual success. The issue is that not all vendors are the same when it comes to how they engage with the channel.

Part of what successful channel partners do, is align themselves with vendors that best fit with their own business goals and business model. What they also need to do however is to align themselves with those vendors that are genuinely channel friendly. In doing this, partners must assess exactly how vendors demonstrate their channel friendliness, rather than just what they are saying.

This article looks at the differences between vendors touting their channel friendliness and vendors actually behaving in a channel friendly way. It explores what it is that channel partners deem valuable in a mutually successful vendor relationship and includes contributions from long standing channel partner community members and our own Cam Wayland. This article is a good read for both vendors and partners alike.

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ANZ CompTIA Channel Community Meeting

Thursday, August 20, 2015

Earlier this month CompTIA ran their first official ANZ Channel Community meeting in Sydney at the Sheraton on the Park. The event included John Kolenda from Finsure as a key note speaker and our own Moheb Moses discussing business transformation, using CompTIA’s “Quick Start To Business Agility” training guide.

The theme of the event was Business Transformation and Alternative Pathways To Market and was considered as highly informative and beneficial by the attendees. The event provided great networking opportunities for those that came over lunch and during the drinks that followed the event later that evening. This will be the first of many successful community meetings that we will see being run in ANZ each year.

Click on the links below read the coverage and view the pictures provided by the ARN and CRN. See if you spot anyone you know. 

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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
  • "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