Channel News

The Best of Articles for 2018

Monday, January 07, 2019

We hope that you had a good Christmas break and are back refreshed and ready for a tremendous 2019. Last year there were a couple of dominant themes we believe will continue to shape the channel throughout 2019. Unsurprisingly the clear leaders were cloud compute and storage, connectivity and security, really all just components of “cloud computing”.

Here are 6 articles from ARN & CRN we believe are worth a second read, or perhaps a first read as most appeared over the holiday period, to bring you right up to speed. Speaking of speed, we have included the 2 stories on new subsea cables, as we believe they are “game changers” for cloud in Australia, providing an additional 79 terabits of connectivity. Cloud computing only works if you are connected! We wish everyone a prosperous and secure 2019. ...Read More

The Biggest MSP Mistakes and How to Avoid Them

Tuesday, July 31, 2018

Today there are a significant number of partners in the market that made the leap to becoming Managed Service Partners (MSPs) and have been running successfully for some time. While we have seen so much about what a services business model needs to do to be successful, nothing is more powerful than hearing from successful MSPs first hand. Understanding what they felt were their biggest mistakes and what the impact of these mistakes were on their business is incredibly helpful for those still working on making that transition or who are building their MSP business from the ground up. 

This article by Brad Howarth talks to several well-known MSPs in the Australian Channel about their most valuable lessons and experiences in transitioning to a Managed Services business model. From these discussions Brad identifies 6 key areas where these partners made mistakes and learnt from them, ensuring the ongoing success of their respective businesses. Read the article to find out what these mistakes were, you may just be able to apply their learnings to your own business. 

 ...Read More

How Donkey Kong Took Nicki Page To The Top

Friday, August 19, 2016

We know that we need to encourage more women into careers in the IT Industry. We also know that women are just as capable when it comes to technology as men. What is more puzzling to us however is where that encouragement comes from.

This article has been written by a woman who has forged a fabulous career for herself in the IT Industry - Nikki Page, CEO of MOQdigital. What is interesting is how she was encouraged into her career in IT. It seems that,, like many things when it comes to raising children, it all starts at home. An interest in technology doesn’t always develop by itself when it comes to young girls. We need to introduce our girls to technology from a young age, at home, and encourage them to learn, explore and develop their love for technology. Start this when they are young and you could be pleasantly surprised as to where it might take them. ...Read More

CompTIA Launches Dream IT In ANZ

Wednesday, July 13, 2016

If you are a regular reader of our blog and our newsletter you will know that CompTIA recently ran their fourth ANZ Channel community meeting in Sydney. This fourth meeting coincided with the first birthday of the CompTIA ANZ Channel Community. During this time a fair bit has been accomplished by the ANZ Executive Council with the help and involvement of the CompTIA ANZ Channel community. One of these accomplishments is the launch of the Dream IT initiative.

The Dream IT initiative is a truly valuable cause aimed at encouraging young girls and women into a career in IT. There are many ways to participate and contribute, including speaking at your local high school, offering a career testimonial or offering the name of a school or institution to deliver the Dream IT message to.
 ...Read More

Australias Managed Service Providers Wrangle Cloud Vendors

Wednesday, June 22, 2016

Justin Warren at CRN has written an interesting article about the impact of customers moving to IT consumption via cloud business models on Service Provider organisations. The service providers looking after these customers are no longer handling equipment on behalf of their clients but rather are managing Service Level Agreements. What's more, the service providers are doing so for a multitude of vendors for each and every client.

This can quickly become a complex business and has meant that these Managed Services organisations have had to evolve with these changes in order to continue to be successful. In working through these changes it is apparent that some partners are evolving better than others.
 ...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