Channel News

Achieving Win/Win Outcomes With Partners

Tuesday, February 05, 2019

Author: Moheb Moses

How often do you hear channel account managers or sales reps talking about wanting a Win/Win outcome with partners? But have you ever stopped to think what that actually means? A Win/Win means that the rep wins (ie. gets what they wanted) but also the partner gets what they wanted. 

The problem is that, not only is this difficult to achieve without the right level of analysis and planning, most people approach an interaction or negotiation with misguided view of what constitutes a win for the other party. In fact, there are 5 other philosophies that negotiators adopt, sometimes without even realising it. ...Read More


How To Unlock Your Teams Creativity

Thursday, January 31, 2019

Creativity and innovation are intrinsic to one another. And while the importance of innovation to the success of a business is well documented, I wonder how many leaders and managers encourage creativity amongst their team members both individually and collectively?

It is all too easy to roll out the same strategies that have been used before, be it at different organisations or in previous roles or just in previous years. But it is often the creative ideas, the thinking outside of the box to solve a business issue or meet a customer requirement that can create the most success or the biggest breakthroughs. 

This article written by Rebecca Shambough for the Harvard Business Reviews, talks about how to unlock your team's creativity as a collective to create greater group innovation. Read the article and learn the importance of working with both the individual and the wider team.  ...Read More


Cloud Shift Impacts All IT Markets

Tuesday, January 29, 2019

Cloud adoption rates are accelerating globally, making it possibly the most disruptive technology since the earliest days in the digital age, according to Gartner. While this is not new it is interesting as to why these rates are increasing and how organisations are utilising the technology to create business advantages.

More than ever before organisations are aware they need to be prepared for the future, without knowing what that looks like. They want to take advantage of new technologies and ensure their infrastructure is flexible, scalable and agile enough to respond to market changes, reduce business costs and create competitive advantage. This presents great opportunities for Managed Services Partners here in Australia and New Zealand.  ...Read More


IT Industry Outlook 2019

Thursday, January 17, 2019

One of the great unknowns about CompTIA is the wealth of valuable resources that have been created and made available to Channel Community members around the globe. The types of resources developed are determined by CompTIA under the guidance and influence of Executive Council members and feedback from Community Members from all over the world. They range from legal templates and sales resources all the way through to Research reports, and where appropriate, are localised for the relevant community regions.

In January this year the IT Industry Outlook for 2019 was published and made available on the CompTIA website. This is a comprehensive report that identifies 14 trends research predicts are set to shape the direction of the IT industry in 2019. This in-depth report discusses everything from IT Industry growth projections, to emerging tech categories driving growth, to the impact these changes will have on Tech employment and the job market. The report provides a huge amount of information and industry insight that is well worth reviewing as you head into 2019. ...Read More


e-Learning Channel Management Course Updated

Friday, January 11, 2019

When we released our online e-Learning Channel Management Course last year, we knew we would be adding more content, which is why we delivered it as a 12 month subscription. So we are delighted to release the next two modules in the series - Partner Identification and Distributor Selection.

These two modules explain how to recruit the partners and distributors that will give you the best chance of success. They follow on from the 7 existing modules which delve into explaining the dynamics of the channel, how partners make money, and how to build the optimal channel strategy for your business. And of course, the online format means you can take the course at your own pace, in your own time, on your PC, Mac, tablet or mobile phone. ...Read More


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
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    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
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    Westcon – General Manager, ANZ