Channel News

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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 tw
o 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

Manage Partners? Then Use PowerPoint Better

Tuesday, April 23, 2019

Author: Moheb Moses

Over the last 12 months, the training course I have delivered most often has been our Dynamic Sales Presentations workshop. This has been incredibly gratifying for me personally, as I have long been an advocate of the importance of presentation skills for Channel Account Managers, particularly when dealing with partners/MSPs, where the challenge is not just differentiating your product, but also gaining mindshare and being remembered in a very crowded space.

Interestingly, every time I have run this course, someone has invariably said “I didn’t realise you could do that” after I utilised one of PowerPoint’s lesser known features. So after several requests from people over the last few months, I have put together my Top 10 Tips for capturing and maintaining your audience’s attention. ...Read More


How To Unlock Your Teams Creativity

Thursday, January 31, 2019

Creativity and innovation are intrinsic to one another. And while the importance of innovation to the success of a business is well documented, I wonder how many leaders and managers encourage creativity amongst their team members both individually and collectively?

It is all too easy to roll out the same strategies that have been used before, be it at different organisations or in previous roles or just in previous years. But it is often the creative ideas, the thinking outside of the box to solve a business issue or meet a customer requirement that can create the most success or the biggest breakthroughs. 

This article written by Rebecca Shambough for the Harvard Business Reviews, talks about how to unlock your team's creativity as a collective to create greater group innovation. Read the article and learn the importance of working with both the individual and the wider team.  ...Read More


30 Ways to Improve Your Leadership in 30 Days

Thursday, November 01, 2018

While it is great to go into detail around leadership strategies and what you need to do in order to be an effective/strong/well liked/smart (the list can go on forever) leader, sometimes it is helpful to simply read a list of things you can change immediately for immediate results. 

Being a great leader takes hard work, generally years of experience (read trial and error, sometimes big errors) and success in a variety of scenarios, just to name a few. That said even great leaders need to be introspective and look at what they do and how they do it. This is a short article relevant to those new to leadership or seasoned veterans with a list of great ways to make small improvements to your leadership style immediately. Take a look to see what you can change today.  ...Read More


5 Tips for Dealing With Stress at Work

Saturday, May 05, 2018

Stress is a part of life... we have all experienced it and managed it (some better than others) in one way or another. When it comes to managing work stress there are many methods you can utilise to bring it under control but it seems that keeping your approach simple is probably the best thing you can do.

This article written in Forbes magazine by Shelcy Joseph identifies five things to do in the face of work associated stress to help bring your situation back under control mentally and into perspective. These five steps are both simple and effective and absolutely work a try. None of us in this industry are saving lives so perhaps if all else fails, the next time you feel yourself freaking out about something at work, just remember that no one is going to die on your shift.

 ...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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    Cisco – Regional Manager 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
  • "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
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    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
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    Juniper Networks – Channel & Enterprise Marketing Manager ANZ
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    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
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    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
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    Watch Guard Technologies – Sales Manager
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