Dynamic Channel Excellence (Open Course)

Dynamic Channel Excellence is a public course that is open to any channel sales and/or channel management professional, from the technology industry, who wants to enhance their channel knowledge and skills, develop the optimal channel strategy, engage more effectively with partners, gain deeper commitment, and drive incremental revenues.

Program Outcomes

This two-day program provides attendees with the skill set to:

  • Develop a structured, consistent and professional approach to recruiting, on-boarding, enabling, developing, and managing partners
  • Build a deeper understanding of channel strategy to create the optimal channel and/or distribution model for your technology
  • Engage more effectively with partners/MSPs and cultivate a “trusted advisor” status to help them grow and succeed
  • Understand how channel firms operate to build stronger business relationships with senior partner executives
  • Understand the shift from traditional software/hardware sales to Cloud and recurring revenue, and how to help partners transition.
  • Understand the motivators of different partners (eg. MSPs, VARs, Cloud, Volume, SMB) and distributors in order to influence their behaviour
  • Expand your channel sales skills to improve how you sell to, with, and through partners to uncover, develop sales and win new business opportunities. 
  • Develop a structured planning methodology to create an effective territory plan, that balances new partner recruitment and existing partner development
  • Learn how to conduct executive conversations with senior partner management to get joint planning buy-in
  • Adopt a best practices approach to how you build and manage a channel, in order to maximise their success and increase your revenue through an indirect model

Who should attend?

Channel sales and channel programs people from the technology industry. This workshop caters for both new channel managers who want to accelerate their success, and established channel professionals looking to adopt best practices.

Topics covered

  • The dynamics of the channel and how it has changed
  • Understanding partner economics and financial drivers
  • Impact of Cloud and recurring revenue on partners
  • Creating the optimal channel strategy
  • Selecting and recruiting the right partners
  • Engaging with partner executives
  • On-boarding and enabling partners
  • Selling to, with, and through partners
  • Managing a territory of partners for sales growth 
  • Elements of successful partner programs
  • Creating partner business plans and conducting performance reviews
  • Course Details:

    Class Size: 10 people (maximum)
    Duration: 2 days
    Course Fee: $1,875 + GST
    Date: 12-13 February, 2020
    Time: 8:30am - 5:00pm
    The Executive Centre
    Level 24, Three International Towers
    300 Barangaroo Ave
    Barangaroo, NSW 2000

    Register before 31 Dec 2019, and receive a 12 month subscription to our Online e-Learning course for FREE.

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    Comments From Our Clients

    • "I have worked with Moheb on several channel projects including the ARN IT Industry Awards. He has deep channel knowledge and is passionate about how indirect sales can deliver product to market effectively. I would recommend him to anybody looking to build or improve their sales channel"
      ARN – Editorial Director, ARN, IDG Australia
    • "Moheb, apart from his extensive knowledge of the ANZ channel, is an excellent presenter. I have used him on many occasions to present some "unique" sales training courses, and would wholeheartedly endorse his professionalism and ability to deliver on commitments"
      Adobe – Channel Sales Manager
    • "It's great to finally work with an organisation that understands the simple and practical ways of maximising channel value"
      CA – Director, Channel Sales
    • "Channel Dynamics provided us with a straight forward and completely practical way to teach our channel how to understand and deliver complex messaging to their customers. Through this project we were able to set completely new positioning, in a very efficient and timely manner"
      Cisco – Regional Manager Channel Sales
    • "I have engaged Moheb and Cam for channel surveys and the facilitation of planning sessions. They bring with them a detailed understanding of the ANZ channel and knowledge of the market, and added measurable value back to our organisation."
      Citrix – Manager, Channel Development Team
    • "The Channel Dynamics team was a tremendous help in driving toward a more optimized, streamlined, and rational approach toward managing our channel, and helping them and us to grow"
      Citrix Systems – Area Vice President, ANZ
    • "The team at Channel Dynamics helped us understand the channel landscape, identify complementary partnerships and build a strong value proposition that addresses the IDEAL 15 questions"
      Dell – Channels Director
    • "Cam & Moheb are two of the best guys in the industry. Their knowledge of the channel and their professional approach makes them a pleasure to deal with. They have certainly made a difference to the way we do business - I can't recommend them highly enough"
      D-Link – Marketing Director ANZ
    • "Spot on. Cam had a lot of market knowledge and really stimulated discussions. The content was relevant, and I will be able to apply the content gained to my role."
      Ingram Micro – Product Manager
    • "Cam had excellent (inside) knowledge of the industry"
      iProvide – Partner Manager
    • "The most relevant training for the channel that I've ever seen and the feedback from every member of our sales team who attended his course was fantastic. If you're looking for an effective channel model, have a chat with Moheb."
      itX Group Limited – Marketing Manager
    • "The real value of Channel Dynamics is their channel insight and professional approach. Their research provided us with valuable feedback from executive management within our partners, which gives us the building blocks to develop and enhance our channel program."
      Juniper Networks – Channel & Enterprise Marketing Manager ANZ
    • "The absolute best training course we have ever done. Really hit the hot buttons where we were experiencing difficulties talking to resellers, and enabled us to talk to partners in a much more relevant manner. I would certainly recommend it."
      Lexmark – General Manager Channels
    • "Channel Dynamics delivered a combination of strategy development, training, recruitment, and general board level consultancy that significantly contributed and shaped the growth of our business. I could not recommend them more highly for their professionalism, knowledge, wisdom and experience"
      Mailguard – Sales & Marketing Director
    • "Channel Dynamics helped us focus and build upon our own knowledge and strengths to enable us to go to market with a strong, consistent message. The results were truly remarkable!"
      Netgear – Director - Distribution & Retail
    • "I have done several channel courses, and this one was tailored to the market we address. The other programs were cookie cutter approaches"
      Optus – Channel Manager
    • "Channel Dynamics has helped us to define a partner framework from beginning to end and has consistently exceeded our expectations in regards to their professionalism and the way they transfer their knowledge"
      Software AG – Channel Manager
    • "In one word their course was SUPERB. I also found that it provided a great environment for team building. The course encourages an environment where you learn the personal side to your partners, customers or colleagues"
      Symantec – Business Development, Education Services
    • "Channel Dynamics has always added tremendous value in my role as a Channel Director. The combined experience and knowledge of Moheb & Cam make it very difficult to go past them whether you need to train your staff, build strategy or improve partner engagement. In fact they can pretty much fulfil all your needs when it comes to partnering"
      VMWare – Channel Director
    • "There are many consulting companies but there is only one Channel Dynamics. The difference is their experience. Our engagement with them gave us an insight into our channel requirements that we never would have found by looking from the inside out"
      Watch Guard Technologies – Sales Manager
    • "Channel Dynamics understands our business, customers and partners. We don’t have to spend time teaching them our business - they get it. They are always professional, consistent, focussed on attention to detail, and the follow through is outstanding."
      Westcon – General Manager, ANZ