Channel News

Channel Reward Systems – You Get What You Reward

Tuesday, August 31, 2010

Author: Cam Wayland
We often get asked to audit channel programs and incentives, in order to diagnose why channel facing staff or partners are behaving in a certain manner. In many cases, the answer comes down to the way the reward system has been structured. Partners (like staff) will always look for the easiest way to achieve target, but how they go about it may not have been what the program developer intended.

When designing a channel engagement strategy, program or promotion, the two big questions are:  ...Read More


Consulting Room: Financial Fitness and Partner Profitability

Tuesday, August 03, 2010

Cam Wayland recently participated in ARN’s Partner Profitability roundtable, which fostered spirited discussion around some of the business and profitability issues facing the channel, as well as new profit opportunities going forward.

In this article that appeared in ARN, Cam shares his thoughts on how integrators can develop "Financial Fitness" and improve their profitability.

http://www.arnnet.com.au/article/355620/consulting_room_financial_fitness_partner_profitability/

 ...Read More


How to Be Productive: Stop Working

Monday, July 26, 2010

Many companies pride themselves on their "Work Hard, Play Hard" attitude. But as I look around, all I seem to see is the "hard work" bit. The economic downturn has resulted in many companies and individuals having to work a lot harder just to achieve the same profits as last year. And for some companies, being first to arrive to work and last to leave is worn as a badge of honour.

But maybe the answer to improved productivity isn't simply putting in more hours. In this article, Margaret Heffernan suggests that the key to greater productivity is not to work harder, but rather to change the way we work.

http://www.bnet.com/blog/business-strategy/how-to-be-productive-stop-working/378?promo=713&tag=nl.e713

 ...Read More


Is Apple's Marketing a Complete Disaster?

Tuesday, June 15, 2010

Most people would consider Apple to be one of the world's best marketing companies. From the market domination of the iPod, to the runaway success of the iPhone, to the ever-increasing hype surrounding the iPad, Apple is certainly never far from the limelight. 

But despite Apple's phenomenal success, Apple’s marketing has always been mediocre (at best), and at worst has been a complete disaster, according to BNET's Geoffrey James.

http://blogs.bnet.com/salesmachine/?p=10031&tag=nl.e808

 ...Read More


The 7 Principles of Public Speaking

Thursday, June 03, 2010

Those of you who have read some of our past articles would know that we believe that a key attribute of great Account Managers is their Presentation and Communication Skills. Whether you are a Channel Account Manager selling to partners, or a Reseller selling to end-users, your ability to deliver a compelling and articulate message often determines how you are perceived, and ultimately whether people will buy from you.

So when we come across an article that provides some practical and simple steps to delivering great presentations, we feel it's our duty to share it with you. The attached piece from Richard Zeoli covers 7 principles that are at the heart of great public speakers. We hope you find it as valuable as we did.

http://www.connectitnews.com/usa/story.cfm?item=4361

 ...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
  • "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