Channel News

Building a Managed Services Business

Thursday, January 19, 2017

The Managed Services Business model has been a much researched and discussed topic in the IT industry over the past few years. While it is no longer new, it seems that many organisations are still grappling with how to successfully transition their business models across to a Managed Services Business model and how to identify the most critical aspects of this transition.

ARN recently published an article on exactly this topic with significant input from Moheb. The article distilled down what a successful Managed Services business looks like by outlining how they understand their target market, what their customer requirements are and what their employees need to do in order to meet these requirements. ...Read More


Top 17 Tech Trends for 2017

Tuesday, January 10, 2017

At this time of year it is always interesting to see what is predicted in terms of trends for the year ahead in our industry. The cloud was of course highly evident in the recent years, along with the Internet of Everything and Cyber Security.

So what does 2017 hold? In this article from Forbes, the journalist Sarwant Singh identifies what he believes to be are the top 17 tech trends for the year ahead and in doing so he extracts some common themes. ...Read More


Lessons For MSPs From a "Free" Phone App

Tuesday, November 01, 2016

Author: Moheb Moses
I’m fascinated by some of the games available on phones nowadays (which is kind of interesting given that I don’t play them). But what I find interesting is not the game itself, but rather the business model behind how it makes money for its developers. 

One of my favourites is Candy Crush - a “free” game that was generating annual revenues of $1.8 Billion before it went public in 2014 for just over $7 Billion (yes, that’s Billion with a “B”). And while there may not be many Service Provider businesses that can ever hope to reach such dizzy heights, there are a few valuable lessons from Candy Crush that can be applied to any business with a subscriber base.
 ...Read More


Making Partner Advisory Councils Work

Thursday, October 13, 2016

Author: Cam Wayland
We are often asked by vendors about if (or when) they should conduct a Partner Advisory Council (PAC). The reason for this question is due to the fact that many have had mixed experiences or success with PAC’s in the past. In this article we look at some ideas around how a PAC can work most effectively, both from a vendor and a partner perspective.

As a starting point we need to look at the role or function of a PAC. Why would a vendor want one and why would a partner want to participate in one? ...Read More


The Top 6 Ways to Build a Profitable Managed IT Services Business

Friday, September 30, 2016

The proliferation of as-a-service offerings has changed the face of the IT channel. In this ARN article, Moheb Moses presents a checklist (based on the recent findings from CompTIA) of the top 6 things you need to do in order to build a profitable MSP business. With so much change taking place in the channel and with technology delivery, this list and the associated explanations is particularly valuable. ...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