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the industry and partners have changed over the last few years, and yet they continue to manage those partners using an outdated program design created 20 years ago.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
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
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
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
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
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
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
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
Exploring ways to achieve growth – in business, personal and partner ecosystem – was the main focus at CompTIA’s latest ANZ Channel Community meetings held in Sydney, Melbourne and Auckland. Simon Harris, ran a workshop for MSPs on why the right business model always trumps hard work and explored 4 areas of business that can … Continued
This month marks the 15th anniversary of Channel Dynamics. When we started this business in 2004, we didn’t realise how radically the channel would change over that time, nor how much we would have to adapt to remain relevant to our clients. As the industry has matured, so too has the need for vendors, distributors … Continued
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