Channel News

The Four Traits of a Trusted Advisor

Thursday, August 02, 2018

Author: Moheb Moses

If I had to pick my most annoying phrase right now, it would be “Trusted Advisor”. Greatly overused, often misrepresented, and largely misunderstood, those two words are now well and truly entrenched in the “Meeting Bingo” category - they seem to get bandied about without any particular definition or consideration.

But while I may hate the use of the phrase, I absolutely believe in its intent, which is to be an organisation where customers seek your advice, and trust it enough to act on it rather than shop you around. And what's more, I believe there are four attributes which define what Trusted Advisor status means.
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The Right Way to Respond to Negative Feedback

Thursday, May 31, 2018

Most people don't enjoy receiving negative feedback, whether it's about themselves, their organisation or their team. Yet everybody enjoys being successful. The problem is that the negative feedback can offer information that will enable you to achieve a higher level of success. It could be said that negative feedback can be both constructive and highly informative, enabling you to adjust your behaviours, work practices or processes to reach new heights of success.

So how do you drop your defensive response to negative feedback and use the information constructively? It is not as easy as it sounds but there are some key things you can do. This article written by Tasha Eurich offers some excellent advice around adjusting your response and how to use both the people that offered the feedback and the feedback itself to your future advantage. Read on to learn more.

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Less Is More When It Comes To Partner Business Planning

Thursday, May 24, 2018

Vendors have a lot to do when it comes to managing their partners successfully. There are many metrics to track and many partners to do this for. The reality is that there are not enough hours in the day to track every aspect of a partners performance and engagement. In addition to this, the partners themselves have more than one vendor they need to engage with and so cannot give every vendor their full attention at all times. They too have a business to run. So what is the answer?

Gary Morris of Successful Channels believes that the 'less is more' approach is the key to successful partner planning and engagement. He believes that planning does not need to be complex and your are likely to achieve better engagement, success and a stronger partnership when goals are aligned, plans are kept simple and both parties leave a planning session knowing what the activity plan for achieving their mutual goals looks like. Sounds good? Read the full article to learn how to do this with your partners.
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Getting Your Vendor's Attention

Wednesday, April 11, 2018

Author: Tamara Hodkinson

The 80/20 rule is a reality that all vendors deal with when it comes to their channel revenue. By this I mean that 20% of a vendor’s channel partners will deliver 80% of their channel revenue. This is nothing new. It does however tend to mean that those larger partners (the 20%) get the majority of a vendor’s attention, meaning their time, funding, support and engagement. While this may seem like the case, there is so much that those partners sitting in the other 80% can do to get the attention of their key vendors. And with a little effort, you might be surprised at how receptive vendors are to supporting partners not sitting in their ‘20%’. Below are 6 tips to help you as a partner get the attention of your key vendors.
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CompTIA Webinar and Sydney Community Meeting

Tuesday, February 27, 2018

There is a lot happening in the CompTIA Community this year, with the first meeting kicking off in April. If you have not already seen an invitation, the Sydney Community Meeting is taking place on April 10th at the Sydney Westin. The topic for the meeting is 'MSPs Thriving in 2018 and Beyond'. There is a stellar line up of speakers and excellent panel planned for the day that you don't want to miss. If you have not already done so, click here to see the full Agenda or Register your seat today.

In addition to the Sydney meeting, CompTIA are running a webinar on March 13th covering How to Make the Most out of your CompTIA Memberiship. It will be focused on showing you through the tools and resources available to CompTIA members that you never knew existed. This webinar is great for anyone considering becoming a CompTIA member or those existing members that are not completely across the tools, insights and resources available to them. Click here for more Information or Register now. ...Read More

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