Channel News

5 Ways to Lead in an Era of Constant Change

Tuesday, March 20, 2018

As the saying goes, the only certainty in life is change. Here in the IT channel and the industry in general, we know only too well how big of an impact change can have and how constant and almost relentless change can be. We also know how important it is to evolve and adapt with change in order to survive. But what about when it comes to leadership? How do you continually lead your teams through change, especially when change seems to be happening so frequently?

This TED video explores the concept of your mindset or approach to change from a leadership perspective having a huge influence on your success and energy in leading through change. It could just be that the key lies within considering and managing change in business in the same way that we consider and manager change in our personal lives. Make sure you watch to learn more.
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Mastering the SMB Market

Friday, March 16, 2018

The Small to Mid Size Business (SMB) market is large here in ANZ and if you are an MSP, serving this market can be highly profitable. As with most market segments, there are nuances that you need to be aware of in order to be successful but when it comes to the SMB market, the answer may be quite simple. ...Read More


Use Customer Segmentation to Enable Partners

Thursday, March 01, 2018

Author: Moheb Moses

I often ask Channel Account Managers (working for vendors or distributors) why they think their partners buy products from them. And I’ll get a range of answers from “we have the best technology” to “great service” to “a strong relationship”.

But at least one person will respond with the correct answer, namely, “to sell it and make money from it”. Because it doesn’t matter how good your technology or service or relationships are - if a reseller can’t sell your product, they won’t buy it. So if we agree that partners buy our products to resell and not for their own use - why do so many vendors enable partners by providing training on what their products do, rather than how to sell them?
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CompTIA Webinar and Sydney Community Meeting

Tuesday, February 27, 2018

There is a lot happening in the CompTIA Community this year, with the first meeting kicking off in April. If you have not already seen an invitation, the Sydney Community Meeting is taking place on April 10th at the Sydney Westin. The topic for the meeting is 'MSPs Thriving in 2018 and Beyond'. There is a stellar line up of speakers and excellent panel planned for the day that you don't want to miss. If you have not already done so, click here to see the full Agenda or Register your seat today.

In addition to the Sydney meeting, CompTIA are running a webinar on March 13th covering How to Make the Most out of your CompTIA Memberiship. It will be focused on showing you through the tools and resources available to CompTIA members that you never knew existed. This webinar is great for anyone considering becoming a CompTIA member or those existing members that are not completely across the tools, insights and resources available to them. Click here for more Information or Register now. ...Read More


Vendors Please Stop Pretending To Be Start-Ups

Thursday, February 22, 2018

The ultimate goal for vendors in the channel is to have channel partners sell their solutions to end users. The ultimate goal for all channel partners is to make money, typically from selling vendor solutions. So while it is important for partners to differentiate themselves in the market place to their customers, it is critical for vendors to do the same to partners. It seems that one of the key ways this can be done is so incredibly simple.

Tell your partners in plain English where your solution fits within the partner business model and how the partner can make money selling your solution. It seems that with the rise of social media platforms partners don't want another inspirational quote or start-up story. They want to know how a vendors solution will make them money and to be taught how to sell it. Sounds like vendors need to bring it right back to the basics.
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    ARN – Editorial Director, ARN, IDG Australia
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