I recently attended the RSA security conference in London. Being part of the IT industry we always assume there is a technology fix for technology related problems such as a security breach of a network, server or system. As technologists we might look at patching, layering or even upgrading the hardware or software as a … Continued
The start of a new year. A time when we set goals for ourselves (if you still remember the New Years Resolutions you made late in the night), and also a time when we set goals for our business and our partners. But goals are funny things. They definitely motivate, but only for a while. … Continued
The datacentre of the future is shaped by a number of forces including commoditisation, virtualisation, integration and innovation. A group of industry experts (including Cam Wayland from Channel Dynamics) sat down to discuss the key factors shaping the evolution of the datacentre of the future and its impact on the channel. The following is an … Continued
Despite what was one of the wettest days of a very wet week, the industry braved the elements to celebrate the year that was, and look forward to 2011, at the Channel Dynamics End-of-Year party! Vendors, Distributors, Resellers and the Press mingled in a casual, friendly atmosphere, while sampling a delicious selection of wines and … Continued
It may be 50 years old, but the Ansoff Growth matrix is still an “oldie but a goodie” when it comes to partners and/or vendors deciding on the best strategy for sales growth. Developed by Igor Ansoff – a Russian immigrant who went on to become known as the father of strategic management – this … Continued
In many of our workshops, we talk about the importance of building trust with partners. If your partners don’t trust you or feel that you believe in what you’re saying, then your message will be relegated to the big file of unmemorable sales presentations. “Trust is established through congruence — that perfect alignment between what … Continued
The fourth annual ARN IT Industry Awards were announced last night at a glittering event at the Hilton Hotel in Sydney. More than 600 channel identities attended this premier event, hosted by ABC Radio personality and musician, James Valentine. During the night, the crowd was entertained by Australian Idol winner, Stan Walker, who performed outstanding versions … Continued
There are few activities in the world of selling that are more time-consuming (but potentially lucrative) than writing sales proposals. They’re a lot of work, but they’re also the key to winning the big money deals. Therefore, if you’re going to write a sales proposal, you’ve got to do it right, and get it right. … Continued
We often get asked to audit channel programs and incentives, in order to diagnose why channel facing staff or partners are behaving in a certain manner. In many cases, the answer comes down to the way the reward system has been structured. Partners (like staff) will always look for the easiest way to achieve target, … Continued
Cam Wayland recently participated in ARN’s Partner Profitability roundtable, which fostered spirited discussion around some of the business and profitability issues facing the channel, as well as new profit opportunities going forward. In this article that appeared in ARN, Cam shares his thoughts on how integrators can develop “Financial Fitness” and improve their profitability. http://www.arnnet.com.au/article/355620/consulting_room_financial_fitness_partner_profitability/
CHANNEL NEWS
An informative Industry News & Announcement Service
Over 8,500 Subscribers
WHAT OUR CLIENTS SAY
