Channel News

The Right Partner Experience: The Importance Of People

Friday, April 21, 2017

We often talk about the customer experience and how important a positive customer experience is for a partner's success. What we don't often discuss though is the partner experience, which is highly important for vendor success. Diane Krakora from Partner Path quotes recent research indicating that not only is the Partner experience critical for vendors, within that, it is the 'people' component of the experience that seems to hold the most weight for partners.

We all know that the better the experience is, the more the partner engages, the broader the market reach is for the vendor and the more the partner sells for the vendor (obviously). So what is it that partners are looking for when it comes to engagement with people at the vendor? You might be surprised to find out that it is not really about the Partner Account Manager but more about having access to other people within the vendor organisation as well. Read the article in full to find out more, it might just change the access to resources (people) you give your partners. ...Read More

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

Generation Y Should Be Plotting A Revolution

Tuesday, March 14, 2017

The recent ANZ CompTIA Community meeting was focused on the fact that today we have a multi-generational workforce. Given people are remaining in the workforce for longer, there have never been more generations working together than there are now, so we are in unchartered waters. Further to this, it interesting that it’s the youngest generation that carries the worst reputation when it comes to their attitude and values in the workplace. The fact remains however that the generations have to work together and need to make a success of it, so how do we do this? Perhaps the answer is to first walk a mile in each other’s shoes.

Annabelle Crabb of the ABC has written an amusing but also insightful article on Generation Y and how it is that they may well just have the right to be annoyed at their parent’s generation. Not only does she look at things from a Generation Y’s perspective but she also challenges the fact that the older generation need to consider whether some of their prosperity has and is being gained at the younger generation’s expense.  ...Read More

The Top 7 Ways To Sell Your IT Services Business

Tuesday, February 07, 2017

When it comes to your Managed Services business, we talk a lot about what your business model should look like and what you need to be doing in order to be successful. What is not often discussed is how you should approach or even start to consider the steps and process associated with the sale of your Managed Services organisation.

he end goal for a tech entrepreneur is to sell their business for a good price, but what needs to be done with the business in order for this to happen? James Henderson of ARN has written this interesting article with input from Moheb on what the key steps are for business owners when it comes to readying and then positioning their business for sale. ...Read More

Time To Make The Cloud Rain

Friday, January 27, 2017

The Cloud and it's aaS business model has promised to offer businesses a more consistent revenue stream. It has also offered businesses the promise of being a potentially much more profitable business model than traditional IT business models. The latest research however is showing that this is not actually always the case and there are a handful of reasons why. ...Read More

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