Channel News

Be A Consultant To Your Channel

Thursday, September 13, 2007

Author: Moheb Moses
In our last newsletter, we discussed the difference between Features, Benefits and Advantages, and the importance of being able to genuinely identify the needs of your partners (or end-users, if you happen to be a reseller account manager). In this article, we will delve deeper into this topic of identifying needs, and show you an effective consultative questioning approach that will help you uncover what partners really need, and enable you to deliver genuine benefits.

It's easy to fall into the trap of thinking that all partners want the same thing - margin, rebates, leads, support, etc. And it's easy to see why - these nearly always get raised in partner review meetings. But the real skill of the professional Channel Account Manager is to delve beyond this and get to the crux of what drives the partner's behaviour. And that means taking off your salesperson's hat, putting on a consultant's hat and asking the right questions.  ...Read More

A New Look At SWOT Analysis

Friday, July 06, 2007

Author: Cam Wayland
SWOT analysis (Strengths, Weaknesses, Opportunities, and Threats) is a simple, proven and well used method of assessing a business, its resources, and its environment. However, most partner account managers would not think of using it as the starting point in a partner or distributor review, nor in the account development process.

This paper takes a fresh look at this simple yet effective tool by using two different approaches. The first is to do the exercise from the perspective of the combined vendor/partner offering (ie. a "Collective SWOT"), rather than the traditional internal management perspective. The second is by adding a “vertical focus” across the tool to create two sets of action items - "MAX" activities (to maximise Strengths & Opportunities) and "MIN" activities (to minimise Weaknesses & Threats). ...Read More

Partner Profitability

Tuesday, May 29, 2007

ARN brought together six vendors and six channel partners for a discussion on profitability. Moheb Moses was invited as a 3rd party industry expert to provide his observations and feedback.

What follows is an edited transcript of the conversation with a number of breakouts focusing on major discussion points of the day. They include lead generation, deal registration and rebates. We also tackled the contentious issue of vendors recruiting from within the channel.  ...Read More

Why Do You Have A Channel?

Thursday, April 19, 2007

Author: Moheb Moses
If you are a vendor, you probably already use a channel to go to market. But have you ever stopped to ask "why?"

For most companies, the channel has been in place for so long, it's just part of the furniture. However, an unclear vision of the role of the channel (and inconsistency within your company as to why you use an indirect go-to-market model) is in many cases the primary reason for a non-performing channel. In other words, the reason your channel isn't working may be due to the fact that you (and hence they) don't really understand what you expect of them.

This article examines the reasons why vendors use a channel, the different benefits that channels provide, and what you can do to build a foundation for a high performance channel  ...Read More

Action Planning Guide

Monday, February 05, 2007

Author: Cam Wayland
The ICT world is constantly awash with brilliant ideas, plans and initiatives but more often than not only a small portion of them get implemented on time, to their original intent or extent, if at all. This paper looks some ideas for implementation or making it happen. ...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"
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    Citrix Systems – Area Vice President, ANZ
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    Dell – Channels Director
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    D-Link – Marketing Director ANZ
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    Ingram Micro – Product Manager
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    iProvide – Partner Manager
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    itX Group Limited – Marketing Manager
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    Juniper Networks – Channel & Enterprise Marketing Manager ANZ
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    Lexmark – General Manager Channels
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    Optus – Channel Manager
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    Software AG – Channel Manager
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    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
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