Channel News

Social Media for Partners: For and Against

Friday, October 19, 2012

The words social media have managed to insinuate themselves into the business vernacular with alacrity. But less rapid has been the ability of businesses to understand what they need to do about it. In this CRN head-to-head, Australian tech industry experts Tony Gattari, from the Achievers Group, and Moheb Moses from Channel Dynamics, offer different opinions on social media’s role in the business world.

For Gattari, former Harvey Norman tech boss, there’s no clear path for success via social media. He says many companies are wise to avoid investing in it altogether for risk of achieving poor ROI. For Moses, co-founder of Channel Dynamics and respected partner consultant, social media offers a world of opportunity for all, especially when considered with its broadest definition, encompassing the evolving forms of blogging, podcasts, wiki, picture sharing and crowdsourcing.

Channel head to head: social media

 ...Read More


Forecasting Recurring Revenue (the Rule of 78)

Tuesday, October 02, 2012

Author: Cam Wayland
Lately we have seen many VARs looking to move a portion of their clients to either a Managed Service or some type of XaaS Cloud based service. However it is not just the technology the reseller has to consider as part of this strategy. Any move to transition business to this type of recurring revenue model will have a significant effect on the organisation at a business level - ie. working capital, cash flow, remuneration structures for sales reps and of course financial reporting and/or how the business is valued.

Unfortunately our experience in working with both vendors and partners alike, is that many do not fully understand the financial ramifications, and therefore the benefits and pitfalls, of a recurring revenue model. One such example is the “Rule of 78”.  ...Read More


Innovate, Partner or Perish

Tuesday, September 18, 2012

Author: Moheb Moses
I’m not normally an early adopter, but I was one of the first people to buy a Windows mobile phone. And I loved it. It let me receive email, synced with my diary and contained all my contact details.

Then Apple released the iPhone. And it took me a few years (like I said, I’m not an early adopter) but eventually I switched. Because Windows hadn’t really innovated after that first release, while Apple had added some amazing functionality and created an entire community of developers who were releasing new apps every day.

But recently I decided to switch to Android. ...Read More


6 Strategies for Dealing With the Carbon Tax

Wednesday, August 08, 2012

The eagle has landed. The implementation of the Carbon Tax on July 1 marked its transition from political debate to legislation. But how do IT companies best set themselves up to deal with the Carbon Tax?

In this article, Nermin Bajric from ARN talks to various industry experts (including Cam Wayland from Channel Dynamics) to identify 6 key points for helping partners deal with the impact of the Carbon Tax on their business.

Carbon tax: A juggling act ...Read More


Channel Dynamics Partners With purechannelapps

Thursday, August 02, 2012

Channel Dynamics has inked a partnership with UK channel social media management solution vendor, purechannelapps, to sell and support its socialondemand solution in A/NZ.

socialondemand is a content syndication application for social media, that provides vendors with a means of reaching new end-users, and resellers with an simple means of creating and distributing content. The Web-based tool enables vendors to seamlessly target and deliver social media content to end-users via their channel partners’ social media networks.

In this article, Hafizah Osman from ARN talks to Moheb Moses about what this means for the channel, and how they can leverage the power of socialondemand to easily build their social media profile in the B2B space.

Channel Dynamics partners with purechannelapps ...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