Channel News

Server Room Empty? Here Are Three Ideas For What to Do With It

Thursday, August 13, 2015

We all need a light read from time to time, especially in the face of big changes taking place within our industry and within our businesses.This article takes a very entertaining look at the changes to our office spaces now that we are all moving our IT infrastructure to the cloud.

In theory many organisations now have server rooms that are sitting empty and the question is, what should be done with them? In this article the clever folks from google propose some pretty unconventional suggestions as to what these rooms could be re purposed for. While their ideas are pretty outrageous, it might just get you thinking…..

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Selling To The Right Person In A Cloud Driven World

Tuesday, July 28, 2015

Author: Cam Wayland
As you may be aware, Channel Dynamics has been assisting the US based Industry Trade Association organisation CompTIA to establish a local ANZ channel community. While CompTIA is best known for its training and education, it also conducts primary research. Today we drill down into the findings from a recent CompTIA survey to understand more about changing customer purchasing habits, and how this can impact your sales strategy and how you sell to customers.

Please note that the focus of this article is around mid to larger size organisations that generally have an IT department (i.e. greater than 100 but less than 1,000 employees). SMBs (ie. companies of less than 100 employees) generally view and purchase IT differently and are excluded from this article, but will be covered in the near future.

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Round Table To Build Cloud Future

Thursday, July 23, 2015

The Cloud revolution continues to be at the forefront of our conversations with clients. It is hugely topical and important for Distributors, vendors and resellers alike. What makes it so topical is the fact that this move to the Cloud is largely unchartered territory and we are all learning as we go. As a result NEXTDC recently sponsored a successful round table that discussed the transition to the Cloud, the Datacentre of the future and how the channel is managing customers and solution selling in the face of such huge change.

A group of visionary IT Channel members were invited to the round table to discuss these three areas, including Channel Dynamic's own Moheb Moses. The group discussed and shared thoughts around what the big obstacles are for channel players, why they believe innovation is key to success, how it is critical to remain focused on delivering an outcome for your clients, the importance of a hybrid cloud and what the datacentre of the future needs to look like. This article provides a great summary of the discussions from the day and some valuable insights for channel members currently navigating their way through these tremendous changes.

Be sure to read the article in full to get all of the details.

  ARN: Round Table To Build Cloud Future

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Ten Tips For Mastering Managed Services In Australia

Tuesday, July 14, 2015

While lots of the focus has been around transitioning business models to the Cloud or a Managed Services model, there has been less discussion around the keys to success once you have made the transition. Several owners of successful Managed Services businesses spoke with Nate Cochrane at CRN to hash out what they believe the top ten tips for success in this space are.

Among the important pieces of advice were the criticality of changing your and your sales staff’s mindset. This means ensuring they are appropriately incentivised and rewarded. Focusing on EBIT (Earnings before Interest and Tax) was noted as also being paramount as was continuing to obtain more MSP clients. Seven other important points of advice were also outlined and discussed in this article making it a highly informative and beneficial read for those making or having made the business transition to the Cloud a Managed Services model.

  CRN: Ten Tips For Mastering Managed Services In Australia

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BDMs The Cannon Fodder Of Modern Day Business

Tuesday, July 07, 2015

Business Development can be a tough job, especially if you are working on true green fields (ie. no existing customers). Many organisations bring on new BDMs to increase their sales growth each year, but the problem is that many BDMs don’t always last. Some make it to 6 or 12 months and then they leave or are asked to leave. Why is this?

The surprising thing is that this could largely be due to the fault of the employing organisation to properly equip and support the BDM rather than the ability and performance of the individual BDM. This article provides an interesting approach to looking at the role of a BDM within your business. It discusses how well you as an organisation can equip them for finding new business and how this plays a huge part in the success of a BDM as well as their length of tenure within your organisation.

If your organisation has true BDM’s as part of your salesforce, ensure you read this article in full for some great information on how to best equip them and yourself for success.

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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