Channel News

The Journey of Partner Business Transformation

Tuesday, April 04, 2017

Author: Cam Wayland

We recently did some work with the senior management team of a mid-market VAR/Service Provider on how they adapt their business model with the continuing growth of Cloud & XaaS. Our analysis identified several external forces acting upon their business, as well as internal pressures, and helped them create a set of priorities of what needs to change.

While our findings and workshop discussions were very specific to that partner, our process (described below) is a framework that can be leveraged by any partner going through a similar transition. In particular, we explore the question of what may not need to be abandoned, but instead be re-packaged, to keep you relevant to customers, vendors and staff.  ...Read More

Your Partners Are Listening.... Don't Bore Them

Wednesday, October 28, 2015

Author: Moheb Moses
If you've read our articles over the years, you will have noticed we try to make them interesting and informative without overtly promoting our own services. So it feels strange for me to write this article because I will be blatantly promoting our services at the end. Don't worry – this article is still going to be interesting and informative, and if don't agree with me, just stop reading before the final paragraph. 

The reason I feel I need to do this is that we attend many partner events that are run by vendors, and I have lost track of the number of times that I have either wanted to fall asleep during the presentation or walked out thinking "why did I bother?" With that said, I have certainly seen some brilliant presentations - but those are few and far between. So let's look at what makes so many presentations to partners fail.  ...Read More

Nine Disruptive Channel Marketing Trends For 2015

Thursday, February 19, 2015

Chris Kenton, the founder of the organisation SocialRep, recently wrote an article published on LinkedIn about the channel marketing trends tipped for 2015. Based on a larger body of work that Chris is completing, he interviewed a large number of Channel Marketing Executives and Managers to understand what challenges they are facing in growing partner revenue during 2015.

In completing this research Chris has identified 9 trends that emerged repeatedly and built them out into an informative article. This piece highlights important information for Channel Marketing Managers and Channel Partner managers alike as we head into the year, all vying for partner engagement and investment. Read the article in full to obtain some insight on what challenges and obstacles lie ahead for channel marketing and subsequently how to be prepared to deal with them successfully.

     LinkedIn: Nine Disruptive Channel Marketing Trends For 2015

 ...Read More

How Prices Get Shoppers Feeling Right About A Deal

Thursday, February 12, 2015

The price of a product or service is always something that a consumer considers as part of their purchasing decision. Businesses are acutely aware that some purchasing decisions are purely price driven, but it seems there is more to a price for a product or service than one would ordinarily consider.

An interesting article written by Esther Chan for the Sydney Morning Herald recently looks into some research around this topic. It unearths findings that product or service pricing can sway our decision making, depending on our mood and purpose. We think differently when buying something as a gift for example, compared to buying something for a specific purpose. This theory is an interesting one that may pose some interesting applications for your business and pricing structures.

 ...Read More

Presentations - Half As Long Is Twice As Good

Thursday, January 15, 2015

It is a new year and that presents us all with an opportunity to reflect on the year that was and to consider what we might do differently in the year ahead. Many of you present to various audiences (partners and/or end-users) on a regular basis as part of your job. Many of you I am sure would be looking to improve the effectiveness of your presentations, regardless of how experienced you may be. All presenters would like to feel that their audience has left the room with the desired key takeaway messages, but this does not always happen. Never before have we been so distracted by email, text and social media, and so never before has it been so critical or difficult to capture the attention of our audience and instill our message quickly and effectively.

Joey Asher from the website has written a fabulous article on what he believes is the key factor in being able to do exactly this. He states that you need no more than 10 minutes to actually present to your audience and that it should always be followed by a Q and A session – as lengthy or as short as the audience requires. He believes the Q and A session allows you to delve in to details the audience are interested in while the actual presentation allows you to cut right to the chase and deliver your message, whatever that may be.

Read the article to get more detail on his theory and approach to presenting.

 ...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