Keeping You Up To Date With The Latest Channel News

CompTIA Creates COVID-19 Resources Forum

I hope you and your family are staying safe and healthy during these challenging times. It is important to remember however, that while social distancing means we physically need to be apart, socially we need to be closer than ever. That’s why community is so important at this time. In order to help our members … Continued

Is Your Partner Program Working For You?

If you are a vendor, you probably have a partner program to manage your partners. What’s interesting though is how many vendors talk about how much the industry and partners have changed over the last few years, and yet they continue to manage those partners using an outdated program design created 20 years ago. What … Continued

What’s In Store For The Channel In 2020

There is a monumental shift in how buyers acquire products and services and how companies are reacting with their go-to-market and routes-to-market strategies. Forrester’s Principal Analyst, Jay McBain spoke to hundreds of companies about their channel strategy and programs, liaised with many industry professionals around the world and participated in a profound number of webinars … Continued

How Technology Is Tackling Coronavirus

As the shadow of coronavirus disease (COVID-19) continues to loom large around the world, many governments, researchers and other organisations are feverishly trying to prevent the outbreak from worsening. Increasingly, they’re turning to emerging technologies such as artificial intelligence (AI), blockchain and drones to bolster their efforts. In this article by Scott Campbell, he cautions … Continued

Segment Partners on Potential, Not Level

One of the most challenging decisions for any business executive is to determine what investment will generate the greatest return.  There are plenty of options of what to invest in, but there is seldom certainty in which one will be the best use of your precious funds.  The same is true for investment planning and program design … Continued

Building Alliances That Actually Work

When vendors talk to us about channels, they typically mean resellers, MSPs, distributors, integrators, consultants, and occasionally agents. But every once in a while, a vendor asks us about building an Alliance channel, or making their existing Alliances work. What makes Alliance partners more difficult than a traditional channel, is that they typically don’t make … Continued

How to Sell Managed Services to Millennial Decision-Makers

Generational change in corporate culture has never been as dramatic as until present times. In small business environments, these variations are even more visible. Millennials are starting new businesses and revolutionizing old ones. This scenario presents both opportunities and challenges for the IT Industry, as new Young leaders and entrepreneurs become the new decision-makers long … Continued

Exciting Launch of Major Training Initiative

As the IT sector in Australia continues to grow, the number of upcoming skilled workers needed to fulfil future roles is not growing fast enough to meet the demand.  Australia is currently facing a shortage of skilled IT specialists on an immense scale. Research conducted by the government shows a yearly 21.5% rise in the … Continued

Top Ten Articles from 2019

2019 has been a very interesting year for the channel and the IT industry… channel sales has developed and transformed, the partner ecosystem became more more complex, 5G started to make its presence felt, and we said farewell to a much loved and respected friend and colleague, Alex Lopez. We have compiled a list below … Continued

Channel and Sales Skills Workshops

This year we introduced Three NEW Channel Skills Courses around Channel Management, Presentation Skills and Negotiation. These two-day public workshops have been a great success and are proving valuable to those new to the channel and more experienced channel members. They all have limited numbers with a maximum of 8-10 people, providing an intimate learning … Continued