Channel News

Maybe It's YOU That's Not Adding Value!

Friday, April 28, 2017

Author: Moheb Moses

It’s funny how things come in waves. In the last month, I’ve had four conversations with four different vendors, concerned that their sales team is not engaging the channel because their reps believe partners add no value. And while I agree that there are certainly partners who add no value, we obviously wouldn’t be in business if we didn’t believe the vast majority of partners do add enormous value.

I think that if you are going to question the value that partners add to your business, there are two other important questions you should also be asking... 1) what value do you want from your partners? and 2) are you, as a vendor, adding value to their business?  ...Read More


5 Ways Partners Can Master Digital Transformation

Wednesday, April 26, 2017

Digital Transformation is a phrase that we are hearing more and more of, not only in the IT Industry, but in the business world in general. Businesses are undergoing digital transformation across almost all industries and for most, this is a process that they have to go through in order to stay competitive, current and relevant in their fields.  

This is good news for Managed Service Providers (MSPs). It offers them a big opportunity to really help and add value to their customers by guiding them through this process and resolving the business issues hampering their success. This article by Walter Monasterio from The Var Guy outlines the complexities that Digital Transformation creates for customers and offers 5 ways that MSPs can really show their value and help guide their customers through the Digital Transformation process. ...Read More


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


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


Ten Lessons From Trump For Channel Managers

Wednesday, March 01, 2017

Author: Moheb Moses

On the 20th January 2017, Donald J. Trump, an American businessman and television personality with no prior government experience, became the 45th President of the United States, in what many consider to be one of the biggest upsets in American political history. Since then, he has gone on to lead what many consider to be the most tumultuous first 30 days of any new administration.

While I am far from being a Trump fan, and disagree with many of his policies, his spectacular win and subsequent turbulent first month in office provide 10 valuable lessons (5 Do’s and 5 Don’ts) for all Channel Managers and vendors.  ...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