Channel News

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


e-Learning Channel Management Course Updated

Friday, January 11, 2019

When we released our online e-Learning Channel Management Course last year, we knew we would be adding more content, which is why we delivered it as a 12 month subscription. So we are delighted to release the next two modules in the series - Partner Identification and Distributor Selection.

These two modules explain how to recruit the partners and distributors that will give you the best chance of success. They follow on from the 7 existing modules which delve into explaining the dynamics of the channel, how partners make money, and how to build the optimal channel strategy for your business. And of course, the online format means you can take the course at your own pace, in your own time, on your PC, Mac, tablet or mobile phone. ...Read More


Gartner Top 10 Strategic Technology Trends for 2019

Friday, December 07, 2018

It is that time of year again where we start to look out for the business and technology predictions that are available for the coming year. In our industry we have seen technology trends have huge effects on business models, solutions and how we service our customers, making it all the more important to stay across what is coming.

Gartner have released their top 10 Strategic Technology Trends for 2019 and while not all of them may be relevant to your business, it is always helpful to know what customers are demanding and how that can produce change in the IT industry at every point in the channel. Happy holiday reading! ...Read More


Are You Selling Benefits or Advantages

Friday, November 02, 2018

Author: Moheb Moses

Whether you are a partner (ie. VAR, MSP, SI, etc) selling to end-users, or a vendor promoting your technology to the channel, are you selling genuine benefits or simply selling advantages? More importantly, do you know the difference, and the enormous impact this has in helping you close business?

In this article, we look at the differences between features, benefits and advantages, and the role they play in the sales cycle. We explore how their ability to influence is affected by other factors such as time, cost, complexity, and customer expertise. Finally, we look at when to use each type of statement to have the greatest impact in establishing credibility with customers (whether you are selling to end-users or partners)  ...Read More


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