Channel News

5 Mistakes To Avoid When Presenting

Wednesday, August 27, 2014

Whether you work for a Vendor, Reseller or Distributor, you would have sat through many presentations throughout your career. Some of these of these would have been amazing while others might have been enough to put you to sleep. The importance of being able to deliver an effective presentation is well known, however we don’t all know exactly how to do so. While for some this comes very naturally it is much harder for others.

The good news is that this is a learned skill that you have the ability to develop with some continued practise. We have seen many people from different channel based roles come to our presentation workshops over the years not knowing how to present at all. With some proper coaching they are able to leave our workshops with a great presentation skill set which they then build on to become great presenters. It is something we can all achieve if taught correctly.

The article below from the Harvard Business Review blog written by Nancy Duarte discusses 5 of the more common mistakes people make when it comes to presenting and how to avoid making them. To Read the article click on the link below:

 ...Read More


Six Tips For Running Better Meetings

Wednesday, July 09, 2014

Author: Cam Wayland
Finally, it’s your turn at the helm doing a partner review or facilitating an important meeting. Prove yourself in front of your peers and partners, and you’ve proved yourself full stop. Allow yourself to be the ringmaster in a cacophony of bad or no decision making, however, and it’s as though you drilled a hole in the hull of the company ship yourself. The first step is to put the meeting date in your diary far enough in advance to be able to adequately prepare.

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PR ... It Matters!

Tuesday, September 24, 2013

In this article, CRN's Leon Gettler interviews Channel Dynamics' Moheb Moses about the importance of PR (Public Relations). Does it matter, how do you generate it and is there a tangible ROI. And where does Social Media fit in?

For Moheb Moses, managing your own PR requires you to get out as much as you can. As he puts it, public relations is an exercise where the ROI is almost impossible to quantify in terms of dollar figures. But it’s crucial for establishing a level of credibility that allows you to build and develop new customer relationships.

PR matters in a world of relationships

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How to Give a Killer Product Demonstration

Tuesday, January 17, 2012

Anyone who has attended a great product demonstration knows how powerful they can be in creating demand. When you see a product at its best (or more importantly, see yourself using the product at its best) you can't wait to get your hands on it. Apple knows that, Adobe knows that, Microsoft used to know that.

Now I know at this point, I expect some of you are shaking their heads and saying "well of course that's true for a sexy product like the iPad, but no-one is going to get excited seeing my accounting system or my firewall or my  storage device".

And here's where I disagree. Because the iPad isn't sexy - Apple make it sexy. If you don't believe me, have a look at other tablets that can't get anywhere near the same level of excitement. Because demonstrating a product is not about showing all the features to prove that the advertising is correct. A product demo is about creating desire and showing the customer how their life will be better with your product. It's about creating an emotional connection to the point that they want it, not just need it.

And if I'm an IT Manager who has my boss breathing down my neck that staff are complaining about not getting access to information they need, or performance is slow, or they want to use their own devices, then absolutely, if you can demonstrate a solution that solves my problem, I want to see it.

I've seen some dud presentations, and I have seen some killer ones, and this article from Geoffrey James beautifully summarises the attributes of the latter.

6 Steps to Giving a Killer Product Demonstration ...Read More


Sell through Partners, not to them

Tuesday, July 12, 2011

Author: Moheb Moses
It is a constant source of surprise to me how often Channel Managers (and I'm talking about intelligent, professional, and experienced individuals) inflict product presentations on their partners that they would never want to sit through themselves.

Ask someone what they hate about PowerPoint, and you nearly always get the same answers (too many slides, too much text, hard to read, slides too busy) and yet Vendors still continue to present 40-slide decks with 12 point fonts and convoluted animations.

However, the purpose of this article is not so much about the format of the presentation (we’ll leave that for another time) but rather about the content. Because the other surprising thing about Vendor presentations is that the message is not always tailored for partners. Again, these are intelligent individuals who know what partners want. If I ask them a question like “Why do partners buy product?” they answer correctly: ...Read More


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