Channel News

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


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


5G and Smart Cities

Tuesday, February 19, 2019

Smart Cities are not a new concept. We have been hearing about these since the push into 4G, so why will it be different with 5G? 

The real benefit to Smart cities from 5G comes from its capacity and low latency. It is these attributes that enable the deployment of more IoT sensors which can be used to capture and interrupt events in real time and make decisions that will address areas such as traffic congestion, through the integration of connected vehicles and traffic monitoring tools and traffic signals. Wide spread deployment of sensors will also enable utilities services to proactively monitor and react to events in real time and the way we interact with our building will change, bringing efficiencies in maintenance and energy usage.  ...Read More


Cloud Shift Impacts All IT Markets

Tuesday, January 29, 2019

Cloud adoption rates are accelerating globally, making it possibly the most disruptive technology since the earliest days in the digital age, according to Gartner. While this is not new it is interesting as to why these rates are increasing and how organisations are utilising the technology to create business advantages.

More than ever before organisations are aware they need to be prepared for the future, without knowing what that looks like. They want to take advantage of new technologies and ensure their infrastructure is flexible, scalable and agile enough to respond to market changes, reduce business costs and create competitive advantage. This presents great opportunities for Managed Services Partners here in Australia and New Zealand.  ...Read More


IT Industry Outlook 2019

Thursday, January 17, 2019

One of the great unknowns about CompTIA is the wealth of valuable resources that have been created and made available to Channel Community members around the globe. The types of resources developed are determined by CompTIA under the guidance and influence of Executive Council members and feedback from Community Members from all over the world. They range from legal templates and sales resources all the way through to Research reports, and where appropriate, are localised for the relevant community regions.

In January this year the IT Industry Outlook for 2019 was published and made available on the CompTIA website. This is a comprehensive report that identifies 14 trends research predicts are set to shape the direction of the IT industry in 2019. This in-depth report discusses everything from IT Industry growth projections, to emerging tech categories driving growth, to the impact these changes will have on Tech employment and the job market. The report provides a huge amount of information and industry insight that is well worth reviewing as you head into 2019. ...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