Channel News

Stay Game, Stay In The Game

Monday, February 06, 2012

It would be a stunning understatement to say that much has changed since the first issue of CRN was published in Australia in early 1998. Today, for its 300th issue, editor David Binning talks with some of the leading consultants in the industry, including Channel Dynamics' Moheb Moses, about how companies need to get better, not just at looking to the future, but also to the past.

Stay game, stay in the game

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How to Give a Killer Product Demonstration

Tuesday, January 17, 2012

Anyone who has attended a great product demonstration knows how powerful they can be in creating demand. When you see a product at its best (or more importantly, see yourself using the product at its best) you can't wait to get your hands on it. Apple knows that, Adobe knows that, Microsoft used to know that.

Now I know at this point, I expect some of you are shaking their heads and saying "well of course that's true for a sexy product like the iPad, but no-one is going to get excited seeing my accounting system or my firewall or my  storage device".

And here's where I disagree. Because the iPad isn't sexy - Apple make it sexy. If you don't believe me, have a look at other tablets that can't get anywhere near the same level of excitement. Because demonstrating a product is not about showing all the features to prove that the advertising is correct. A product demo is about creating desire and showing the customer how their life will be better with your product. It's about creating an emotional connection to the point that they want it, not just need it.

And if I'm an IT Manager who has my boss breathing down my neck that staff are complaining about not getting access to information they need, or performance is slow, or they want to use their own devices, then absolutely, if you can demonstrate a solution that solves my problem, I want to see it.

I've seen some dud presentations, and I have seen some killer ones, and this article from Geoffrey James beautifully summarises the attributes of the latter.

6 Steps to Giving a Killer Product Demonstration ...Read More


Photos from the Channel Dynamics End-of-2011 Party

Thursday, December 15, 2011

Once again, the industry braved a cold and wet Sydney night (we just seem to pick rainy nights) to attend the Channel Dynamics End-of-Year party!

This wonderful networking event provided Vendors, Distributors, Resellers and Press the opportunity to mingle in a casual, friendly atmosphere, while sampling a delicious selection of wines and canapés. And this year's cover meant that attendees could venture out a bit and enjoy the magnificent views from the Andrew (Boy) Charlton Pool. This might become a regular feature given our luck with the weather.

We hope you enjoy some of the photos from this fabulous night:
 


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Photos from the 2011 ARN IT Industry Awards

Monday, October 03, 2011

The 2011 ARN IT Industry Awards have been announced and presented at a glittering event at the Hilton Hotel in Sydney. Attended by 630 IT industry leaders, the Awards recognised the very best in the channel for 2011.

We hope you enjoy this selection of photos from this fabulous event. ...Read More


Treat Your Vendors Like Customers

Wednesday, September 28, 2011

Author: Moheb Moses
Look up the definition of “customer” in pretty much any dictionary and you’ll get a definition that goes something like “a person or organisation that buys goods or services from you”. But smart resellers understand that their customers include another definition, namely, “a person or organisation that SELLS goods or services TO you”.

I’m talking about Vendors.

Look at most successful resellers and you’ll see that, amongst other attributes, they have very strong vendor (and often, distributor) relationships. ...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