Channel News

8 Tips for Partner-to-Partner Partnering

Monday, September 02, 2019

Author: Cam Wayland

The complexity of modern hybrid cloud solutions provides significant delivery challenges for solution providers. Many partners are finding that the skills and resources required to deliver the solutions they sell, may be beyond the scope of the capabilities they have in-house. Consequently, many partners are teaming up with third parties to deliver a complete solution that meets the customers’ requirements.

Of course, you would be right in assuming that, since solution providers have to partner with vendors and distributors, they would be naturally good at partnering with other organisations. The reality, however, is quite different. This article looks at the different types of partner-to-partner partnering arrangements, the challenges associated with each, and suggests some practical ideas to make this work.  ...Read More


Beware the Other 4Ps

Tuesday, August 13, 2019

Author: Ryan Parker

On the 1st of July 2019, the start of Microsoft’s fiscal year, an announcement was made via the partner website on a very inconspicuous page, that this would be the last year that Microsoft planned to provide its Microsoft partners and resellers with internal use rights (IUR) for product licenses, stating the discontinuation of the practice commencing as of 1st July 2020. 

This was just the beginning of a number of changes that Microsoft was looking to push through in FY2020 which would have a tangible financial impact on partners. Other changes included the ongoing limiting and alignment of licensing to partners' competencies, and the reduction of on premise product support benefits, in programs such as the Microsoft Action Pack (MAP).
The response was swift and resentful, with partners accusing Microsoft of ‘declaring war' on channel. ...Read More


Are you Really a Channel Company?

Tuesday, July 09, 2019

Author: Moheb Moses

I come across many companies that say they are a 100% channel and they don’t ever sell direct. Firstly, that is probably unlikely, but regardless, even if 100% of your business actually does go through the channel, that doesn’t make you a channel company. It’s how you leverage the channel, and how the channel leverages you, that determines whether or not you are a channel company.

For example, many vendors have sales people that uncover an opportunity, present their solutions to the customer, involve their technical people in architecting the solution, drive the sales themselves and just before they get an order, they bring in a partner to close it. That’s not leverage!  ...Read More


Welcome... Ryan Parker!

Tuesday, July 02, 2019

Channel Dynamics is thrilled to announce Ryan Parker is now a permanent part of the team. Ryan has been working with the Channel Dynamics team in a part time capacity for the last 6 years, but has now come onboard as a Director in the company. His focus will be helping vendors develop channel strategy and enhancing their partner programs.

Ryan is best known for his role as Managing Director for NETGEAR ANZ, but his experience in the industry spans over 20 years across all tiers of the channel - vendor, reseller, and distribution - making him a strong channel advocate. Having established NETGEAR’s Service provider business, and then growing NETGEAR’s SMB business in Switching, Storage, Wireless and Security, Ryan brings a unique set of skills to help our clients grow their business in two of the most sought-after sectors - MSP and mid-market. ...Read More


How to Create Greater Sales Loyalty

Tuesday, June 11, 2019

Author: Cam Wayland

While the old adages of “customer comes first” and "customer is always right” are often thrown around externally, what gets said (and acted upon) internally within organisations is often vastly different, leading to an entirely different customer experience.

This was highlighted in two of our recent consulting projects involving clients asking us to investigate why their partners were not purchasing as much as expected. Our research uncovered two issues - 1) changes to front line customer engagement were creating problems, and 2) product & program changes were amplified by these gaps in customer engagement resulting in customer defection. This article looks at the causes of these issues, and makes recommendations to avoid these customer engagement mistakes.  ...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
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    CA – Director, Channel Sales
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    Citrix – Manager, Channel Development Team
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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
  • "Cam had excellent (inside) knowledge of the industry"
    iProvide – Partner Manager
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    itX Group Limited – Marketing Manager
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    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
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    Mailguard – Sales & Marketing Director
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    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
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