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

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