Channel News

Channel Skills

Monday, November 25, 2019

This year we introduced Three NEW Channel Skills Courses that have been extremely popular.
Dynamic Channel Excellence, Dynamic Channel Presentations and Dynamic Channel Negotiation.

These two-day public workshops have been a great success and are proving valuable to those new to the channel and more experienced channel members. They all have limited numbers with a maximum of 8-10 people, providing an intimate learning experience, while giving participants an exposure to different models from a diverse range of organisations. 

Dynamic Channel Excellence is open to any channel sales and/or channel management professional, who wants to enhance their channel knowledge and skills, develop the optimal channel strategy, engage more effectively with partners, gain deeper commitment, and drive incremental revenues.

This program provides attendees with the skill set to:
  • Develop a structured, consistent and professional approach to recruiting, on-boarding, enabling, developing, and managing partners
  • Build a deeper understanding of channel strategy to create the optimal channel and/or distribution model for your technology
  • Engage more effectively with partners/MSPs and cultivate a “trusted advisor” status to help them grow and succeed
  • Understand how channel firms operate to build stronger business relationships with senior partner executives
  • Understand the shift from traditional software/hardware sales to Cloud and recurring revenue, and how to help partners transition.
  • Understand the motivators of different partners (e.g. MSPs, VARs, Cloud, Volume, SMB) and distributors in order to influence their behaviour
  • Expand your channel sales skills to improve how you sell to, with, and through partners to uncover, develop sales and win new business opportunities.
  • Develop a structured planning methodology to create an effective territory plan, that balances new partner recruitment and existing partner development
  • Learn how to conduct executive conversations with senior partner management to get joint planning buy-in
  • Adopt a best practices approach to how you build and manage a channel, in order to maximise their success and increase your revenue through an indirect model

Register for Dynamic Channel Excellence before 31 Dec 2019, and receive a 12 month subscription to our Online e-Learning course for FREE.

Dynamic Channel Presentations is developed for any channel sales and/or channel management professional, who wants to enhance their ability to deliver confident and persuasive sales presentations that influence partner and customer behaviour, gain mindshare, and drive new sales. 

This program provides attendees with the skill set to:
  • Capture and maintain the attention of your partners and customers
  • Create interesting and impactful presentations that influence your audience
  • Structure your presentations in order to guide your audience towards your desired outcome
  • Deliver a persuasive message that partners and customers will find compelling, and creates interest in your offering
  • Adapt your message for different situations, from a formal presentation in front of a room of partners to a one-on-one presentation to a few key decision-makers
  • Using PowerPoint as a tool to enhance your presentation and make it more interesting
  • Feel more confident and comfortable in front of an audience

Dynamic Channel Negotiation is a public course for any channel sales and/or channel management professional, who wants to enhance their ability to negotiate better (win/win) sales outcomes, with partners and customers, while building and maintaining a long-term relationship

This program provides attendees with the skill set to:
  • Negotiate Win/Win outcomes with customers and business partners
  • Protect your price and maximising your margin
  • Reading the other party's strategy and adjusting your style accordingly
  • Adopt a greater range of strategic approaches to suit the situation
  • Dealing with tough negotiators

Our next courses are scheduled for February. Be sure to register early to ensure your place.

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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