Channel News

Stop Doubling Down on Your Failing Strategy

Wednesday, January 10, 2018

Over the Christmas break I had time to catch up on some holiday reading. In doing this I found a Harvard Business Review Article (Nov-Dec 2017) of particular interest and relevance to the IT industry with the huge amount of change that it is experiencing.

With the growth of cloud, co-lo, hybrid IT, XaaS and recurring revenue, we have seen many vendors and their partners struggle as they continue to persist with an out of date business model, rather than adapt and move on. This article explores the psychological reasons why managers sometimes persist with a failing strategy, and 6 rules for avoiding poor decision making traps. Read on to ensure that you don’t end up holding on to a once successful strategy for far too long. 
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Forget About Disrupting and Just Get on with it

Thursday, November 16, 2017

Author: Moheb Moses

If “Cloud” was the most overused word in 2016, then “Disruption” would be my pick for this year’s winner. It seems that the mantra for the new breed of workplace warriors is “disrupt, or be disrupted”, and anyone who isn’t turning their business on its head is surely going to end up in the dictionary between “K” for Kodak and “L” for Loser.

But what if it’s all a myth? What if a company’s performance has nothing to do with disruption at all? What if the real reason behind success dates back to 4,500BC when an innovative young Mesopotamian put an axel between two slices of a tree trunk, realised it was easier than carrying things on his back, and called it a wheel?
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Profits Eat Innovation For Breakfast

Sunday, November 12, 2017

This article from Forbes magazine ties in with our feature article this month Forget About Disrupting and Just Get on with it. It discusses striking the important balance between ensuring you make short term profits while also experimenting with new and innovative technologies, processes and ideas to allow for longer term growth and evolution.

While this article uses the example of the American giant GE to demonstrate this point and it takes a while to get there, it has some great nuggets of information that can be highly relevant to channel based businesses. Interestingly you will find it comes back to the main point made by Moheb in his article. While innovation is important, it really comes down to whether you are solving your customer's pain points. 
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Getting Annuity fit - What a Gym Can Teach The IT Industry

Thursday, September 07, 2017
Author: Cam Wayland 

As the IT industry moves further towards an annuity, subscription based model, it is worth having a look at other industries where this business model is more mature as an insight to a possible future landscape for MSPs. One such industry is surprisingly the gym and fitness industry. There are many similarities between the two industries that are certainly worth exploring.

The fitness industry is a mature industry, that is brutally competitive and has close to complete market saturation. So what are the successful gyms and trainers doing to be competitive and stay profitable at a time when all of these businesses start to look the same? Let's take a look.

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9 Big Ideas from Channel Chiefs

Monday, July 17, 2017

The only thing that is certain in the channel is change. Because of this it is important to be across the changes and trends that are taking place in the channel as they happen. This however is easier said than done. When you are so engaged in the day to day happenings of your job it can be hard to remember to stop and look around from time to time.

Looking at emerging trends and being aware of customer’s changing needs is going to help you to be successful in the channel and ultimately in your role. So where do you go for this information if you don’t see it directly in front of you? There are lots of places you can look. Online industry publications are a great start, as is talking to peers and colleagues about what they are seeing happening in the Channel. We found a great article written by T.C. Doyle that covers off 9 big ideas as spotted by Channel Chiefs from beyond Australia. Read on to find out what these 9 ideas or trends are and stay informed about the channel you are a part of.

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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
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    D-Link – Marketing Director ANZ
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    Ingram Micro – Product Manager
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    iProvide – Partner Manager
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    itX Group Limited – Marketing Manager
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    Juniper Networks – Channel & Enterprise Marketing Manager ANZ
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    Lexmark – General Manager Channels
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    Netgear – Director - Distribution & Retail
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    Optus – Channel Manager
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    Software AG – Channel Manager
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    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
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    Watch Guard Technologies – Sales Manager
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