Channel News

A Sydney Meeting and a Melbourne MeetUp

Wednesday, June 27, 2018

July is a busy month for CompTIA here in ANZ. Not only are we hosting a Sydney Community meeting on July 25 but we are also holding our first MeetUp in Melbourne on July 24th.

For the Sydney meeting we have made some adjustments to our usual format based on feedback from you, our community members. We have a fabulous key note speaker Roger Heyes, talking about Security and then an entertaining and engaging group activity. Following this will be a variety of discussion groups for you to choose from to participate in. This will all be concluded with our usual networking drinks.

At the Melbourne Meet up we look forward to meeting some of our Melbourne based community members for the first time. We will be sharing our recent activities and initiatives in addition to facilitating a discussion around industry trends. And afterwards you’ll get a chance to network with colleagues and partners over drinks and canapes. ...Read More

How The Cult of the KPI Has Damaged Our Moral Compass

Wednesday, June 20, 2018

Going hand in hand with sales incentives are KPIs or Key Performance Indicators. I am confident everyone reading has been given a set of KPIs during their working life, all with the goal of driving certain behaviours that help get you to a particular outcome. It seems however that just like sales incentives, under certain circumstances, KPIs can actually drive bad behaviours from staff in an effort to meet them.

This article explores the concept of KPIs and how the combination of unrealistic targets, big incentive programs and a culture of poor job security can lead to some very bad behaviours from staff. It also outlines the circumstances in which KPIs can work beautifully, something every acting manager in charge of setting KPIs should be across.

This is a very interesting article that cites some examples from big local and overseas organisations. Grab a coffee and read it in full. ...Read More

Wells Fargo and The Slippery Slope of Sales Incentives

Wednesday, June 13, 2018

Incentives are common place among sales teams, used to drive specific behaviours and or sales figures for an organisation. They can however very easily, go very wrong. The Wells Fargo case is a well publicised example of incentives going very wrong with many of the employees and the company paying the price.

So how and where do things go wrong? What should be considered when developing incentives for teams to drive behaviours and sales figures? You want to drive a set of behaviours and an outcome and these need to be inextricably linked. In addition, to this you want the behaviours involved in getting your outcome to be in line with your organisations values and code of conduct. It can be tricky! 

Read this article to find out how and where things can go wrong and what you can do to avoid a Wells Fargo situation.
 ...Read More

Why the Secret to Success is Setting the Right Goals

Tuesday, June 05, 2018

With such a focus on Incentives, KPIs and behaviours this month in our articles, when I stumbled across this recent TED talk by John Doerr, I thought it was too interesting not to share. John discusses the concept of OKRs (objectives and key results), rather than KPIs, and how they are a powerful tool in helping to achieve aggressive goals.

John explains that OKR is a goal-setting system that's been employed by some large global companies (like Google, Intel and Bono!) to set and execute on audacious goals. Watch this video and learn about how John believes that setting the right goals can mean the difference between success and failure and how they can be used to hold both ourselves and our leaders accountable.  ...Read More

Improve Profit Through Operational Efficiency

Monday, June 04, 2018

Author: Moheb Moses

Most channel firms today acknowledge that transforming their business from hardware-centric reselling to a business model that embraces services and recurring revenue is not only the future, but should at this point be the present.

There are however, many moving parts involved in the transformation process, notably anything to do with business operations and process efficiency. And, in general, this is a difficult, laborious, expensive, and often frustrating undertaking. 
 ...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
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    Adobe – Channel Sales Manager
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    Cisco – Regional Manager Channel Sales
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    Citrix – Manager, Channel Development Team
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    Citrix Systems – Area Vice President, ANZ
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    Dell – Channels Director
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    D-Link – Marketing Director ANZ
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    Ingram Micro – Product Manager
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    iProvide – Partner Manager
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    itX Group Limited – Marketing Manager
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    Juniper Networks – Channel & Enterprise Marketing Manager ANZ
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    Lexmark – General Manager Channels
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    Mailguard – Sales & Marketing Director
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    Netgear – Director - Distribution & Retail
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    Optus – Channel Manager
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    Software AG – Channel Manager
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    Symantec – Business Development, Education Services
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    Watch Guard Technologies – Sales Manager
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