Channel News

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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How The Most Successful Teams Bridge the Strategy - Execution Gap

Wednesday, February 14, 2018

A good strategy is a critical component of any successful business foundation. Probably just as critical though is the execution of the strategy. How it is executed, when it is executed and if it is executed. Execution it seems can be very difficult, especially when the leadership get tied up with or distracted by the day to day running of the business.

In this article from the Harvard Business Review, journalists Nathan Wiita and Orla Leonard have built upon an existing piece of research to identify how the most successful teams in the business world work to close the strategy-execution gap. This is fabulous read and a great guide to use in reflecting on whether as a leadership team you are engaging in the right behaviours to ensure you are closing the gap.
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Predictions of What Will NOT Happen in 2018

Tuesday, January 23, 2018

Author: Cam Wayland

At the beginning of each year the channel trade press, IT industry consultants and pundits take a stab at what will or may happen in the coming year. While so much has happened in the IT industry in recent years, it seems that some things never change. With that in mind, this year we thought we would take a cheeky or at least tongue firmly in cheek preview of our top tips of what will NOT happen in 2018. We hope you enjoy the read.
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