Channel News

Three NEW Channel Skills Courses Released

Monday, September 23, 2019

As a result of the success of the recent sold-out open Dynamic Channel Excellence program, we are pleased to announce two new open courses - Dynamic Channel Presentations and Dynamic Channel Negotiation - in addition to a new date for our next Dynamic Channel Excellence course. All three courses are open to any channel professional from the technology industry.

These courses all have limited numbers with a maximum of 8-10 people. This provides an intimate learning experience, while giving participants an exposure to different models from a diverse range of organisations. Click on the links below for more information or to register for the next course.
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It's EOFY... don't waste your training budget!

Tuesday, June 04, 2019

It's the end of the financial year, and you may have an MDF or training budget that hasn't been spent. Make sure you don't let it go to waste!

Research shows that training increases staff retention and staff motivation. Employers that provide quality training create a workforce that is motivated and loyal. Channel Dynamics offers training for sales and marketing people to be equipped with the right skills to consistently execute an effective channel program or strategy. Our training programs are designed to help people achieve better sales results, whether it's your own staff, or the staff of your partners. And we've got three formats, depending on your needs:

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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


How To Pick Technology Winners

Thursday, April 04, 2019

Have you ever wondered some innovations become as prevalent as smartphones, while others, such as jet packs, don’t take off? In this article Peter Schwarz, a Technology Futurist, explains how to choose technology winners.

Although this is not a fail-safe method, there are three key factors he identifies for improving your chances of choosing a technology winner - the context in which the technology emerges, the viability of the technology, and barriers to the technology's success. 
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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


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