Anyone who has attended a great product demonstration knows how powerful they can be in creating demand. When you see a product at its best (or more importantly, see yourself using the product at its best) you can’t wait to get your hands on it. Apple knows that, Adobe knows that, Microsoft used to know … Continued
Once again, the industry braved a cold and wet Sydney night (we just seem to pick rainy nights) to attend the Channel Dynamics End-of-Year party! This wonderful networking event provided Vendors, Distributors, Resellers and Press the opportunity to mingle in a casual, friendly atmosphere, while sampling a delicious selection of wines and canapés. And this … Continued
The 2011 ARN IT Industry Awards have been announced and presented at a glittering event at the Hilton Hotel in Sydney. Attended by 630 IT industry leaders, the Awards recognised the very best in the channel for 2011. We hope you enjoy this selection of photos from this fabulous event. IN PICTURES: 2011 ARN IT … Continued
Look up the definition of “customer” in pretty much any dictionary and you’ll get a definition that goes something like “a person or organisation that buys goods or services from you”. But smart resellers understand that their customers include another definition, namely, “a person or organisation that SELLS goods or services TO you”. I’m talking … Continued
An interesting article from Sales Machine blogger – Geoffrey James – on the 8 Most Crucial Sales Skills. Although it’s based on a consolidation of inputs from various sources, the key skills identified here absolutely resonate with everything we teach in our Dynamic Solution Selling workshop. Do you agree? Are there any others missing? http://www.cbsnews.com/8301-505183_162-28556664-10391735/the-8-most-crucial-sales-skills
It is a constant source of surprise to me how often Channel Managers (and I’m talking about intelligent, professional, and experienced individuals) inflict product presentations on their partners that they would never want to sit through themselves. Ask someone what they hate about PowerPoint, and you nearly always get the same answers (too many slides, … Continued
The cloud ‘security strategy’ involves adopting security solutions that seamlessly span physical, virtual and private/hybrid/public cloud environments while simplifying operational and management complexities. Roundtable attendees (including Cam Wayland from Channel Dynamics) got down to business, discussion the ‘practical steps’ and issues and opportunities involved in securing the cloud environment. The following is an edited transcript … Continued
As the saying goes, two things are certain in life, death and taxes. That maybe correct but I think a more relevant quote given the current headlines might be: “Any change, even a change for the better, is always accompanied by drawbacks and discomforts” – Arnold Bennett Whether or not the Carbon Tax legislation gets … Continued
The term “self promotion” often carries a negative connotation – and with good reason. No one enjoys associating with someone whose solution to every problem starts – and ends – with the letter “I”. At the same time, unless others know what you do – and can do – chances are they will never realize … Continued
What a difference a year makes! As channel consultants, we get a feel for the health of the industry by the type of projects we are asked to work on. And over the last twelve months we’ve seen a real shift from tactical, short-term return projects, to strategic, longer-term projects designed around building strong sustainable … Continued
CHANNEL NEWS
An informative Industry News & Announcement Service
Over 8,500 Subscribers
WHAT OUR CLIENTS SAY
