Channel News

Achieving Win/Win Outcomes With Partners

Tuesday, February 05, 2019

Author: Moheb Moses

How often do you hear channel account managers or sales reps talking about wanting a Win/Win outcome with partners? But have you ever stopped to think what that actually means? A Win/Win means that the rep wins (ie. gets what they wanted) but also the partner gets what they wanted. 

The problem is that, not only is this difficult to achieve without the right level of analysis and planning, most people approach an interaction or negotiation with misguided view of what constitutes a win for the other party. In fact, there are 5 other philosophies that negotiators adopt, sometimes without even realising it. ...Read More


Is Amazon a Disty's Friend or Foe?

Friday, January 04, 2019

The rise of home grown e-tailers and international online platforms such as Amazon, eBay and even Gumtree, have not only given consumers the ability to access a broader range of products, they also enable them to purchase less expensively and more conveniently than through traditional bricks and mortar retailers. A consequence of this, is that these e-tailers and online platforms have also provided resellers with an alternative channel to access to product.

A survey of 7000 resellers across EMEA and ANZ by Supply chain research organisation 'Context', highlighted that resellers are procuring on average 10% of their products through these platforms, with the predominant drivers being availability and price. In this CRN article, Simon Sharwood examines the question, if a vendor can partner with an Amazon to reach resellers and consumers, what value does a distributor provide? ...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


Not Being a Trusted Advisor Can Be an Advantage

Thursday, October 04, 2018

Author: Cam Wayland

This month I am continuing on from Moheb’s feature article in our August newsletter, that explained the four traits of being a trusted advisor. I am going to start by making a controversial comment and suggest that being a trusted advisor should NOT necessarily be the primary goal for every Channel Account Manager (CAM), and certainly not for every partner they manage.

This is not just to avoid using a cliched “meeting bingo” phrase, but more importantly because it will improve the account manager’s overall productivity and general territory management by not trying to achieve this status with every partner they manage. The result of this being an increase in their chances of making their sales target. There are several ways this happens - let me explain. ...Read More


The Four Traits of a Trusted Advisor

Thursday, August 02, 2018

Author: Moheb Moses

If I had to pick my most annoying phrase right now, it would be “Trusted Advisor”. Greatly overused, often misrepresented, and largely misunderstood, those two words are now well and truly entrenched in the “Meeting Bingo” category - they seem to get bandied about without any particular definition or consideration.

But while I may hate the use of the phrase, I absolutely believe in its intent, which is to be an organisation where customers seek your advice, and trust it enough to act on it rather than shop you around. And what's more, I believe there are four attributes which define what Trusted Advisor status means.
 ...Read More


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