Channel News

10 Body Language Tips for Leaders

Tuesday, May 28, 2019

In May, we had a focus on leadership and presentations... CompTIA held their ANZ Channel Community meeting on Leadership, and Moheb Moses gave us a great article using PowerPoint to manage partners. This month, we focus on a skill that goes hand in hand with these themes - body language.

Good body language is crucial for leaders. As leaders climb the corporate ladder, the more physically removed they become from the people in their office environment, such as a separate office or even a separate floor. As people see leaders less, when they do see them, their body language will have a greater impact and is often more scrutinized. In this article Carla Rudder has compiled 10 body language tips for leaders to make sure your message as an impact. ...Read More


Channel Excellence Open Workshop Announced!

Monday, May 06, 2019

We are thrilled to announce that we’ll be running our first open training course - the Dynamic Channel Excellence workshop! Those of you that have attended our courses over the years know that they have always been tailored for a specific organisation, and require a minimum of 6 people. However, we often get requests from individuals who want to attend on their own, and want to be part of a class where they can be exposed to people from other companies with different channel strategies. And that’s exactly want we’ve put together.

The course is based on the most popular sections from our Dynamic Channel Management and Dynamic Channel Sales courses. The goal is to make sure you have a solid foundation for building a high-performance channel, and walk out with a number of ideas to inspire channel loyalty and increase revenue through partners/MSPs. Whether you’re new to channels and want to accelerate your success, or you’re an established channel professional looking to adopt best practices, we guarantee you'll find this workshop valuable. ...Read More


8 Software Demo Mistakes That Scream 'Rookie'

Monday, July 10, 2017

If you are a sales person, you know it can take a hell of a lot of work to get to the point of securing a demo with a potential customer. So once your demo is booked, the last thing you want to do is to lose a potential deal with a poor demonstration.

So what does a good demonstration involve and what are they key elements for success? Mark Cox recently published a great article on LinkedIn that outlines what he calls are the 8 demo rookie mistakes. Read it in full to understand the 8 areas that Mark identifies as being critical to success so you are prepared to nail your next customer demonstration! ...Read More


Your Partners Are Listening.... Don't Bore Them

Wednesday, October 28, 2015

Author: Moheb Moses
If you've read our articles over the years, you will have noticed we try to make them interesting and informative without overtly promoting our own services. So it feels strange for me to write this article because I will be blatantly promoting our services at the end. Don't worry – this article is still going to be interesting and informative, and if don't agree with me, just stop reading before the final paragraph. 

The reason I feel I need to do this is that we attend many partner events that are run by vendors, and I have lost track of the number of times that I have either wanted to fall asleep during the presentation or walked out thinking "why did I bother?" With that said, I have certainly seen some brilliant presentations - but those are few and far between. So let's look at what makes so many presentations to partners fail.  ...Read More


Presentations - Half As Long Is Twice As Good

Thursday, January 15, 2015

It is a new year and that presents us all with an opportunity to reflect on the year that was and to consider what we might do differently in the year ahead. Many of you present to various audiences (partners and/or end-users) on a regular basis as part of your job. Many of you I am sure would be looking to improve the effectiveness of your presentations, regardless of how experienced you may be. All presenters would like to feel that their audience has left the room with the desired key takeaway messages, but this does not always happen. Never before have we been so distracted by email, text and social media, and so never before has it been so critical or difficult to capture the attention of our audience and instill our message quickly and effectively.

Joey Asher from the fastcompany.com website has written a fabulous article on what he believes is the key factor in being able to do exactly this. He states that you need no more than 10 minutes to actually present to your audience and that it should always be followed by a Q and A session – as lengthy or as short as the audience requires. He believes the Q and A session allows you to delve in to details the audience are interested in while the actual presentation allows you to cut right to the chase and deliver your message, whatever that may be.

Read the article to get more detail on his theory and approach to presenting.

 ...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