Keeping You Up To Date With The Latest Channel News

Ian Mclean Joins Channel Dynamics Team

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This month sees us not only celebrate our 10th anniversary but also build our team to now include Ian Mclean as a Senior Consultant. Ian comes to Channel Dynamics with years of experience working with vendors in the SOHO and low end SMB or ICT Volume sector, where products typically have a list price of … Continued

Customer Life Cycle Management and The Cloud

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Customer life cycle management is an important issue for every business selling cloud services. Where there was once traditional solution selling around a large capital item followed by install and management, we are now seeing the consumption of IT as a service driven by cloud technologies. Cloud services are usually billed monthly over a fixed … Continued

Lack of Coke and Hookers In The Cloud

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If you are a regular reader of this newsletter you will recall last month’s feature article about whether there is a role for the channel in the cloud. The article explored and explained the theory that there is in fact a role for the channel when it comes to the cloud but that it is … Continued

A Lesson From Seinfeld on Cash Vs Non Cash Incentives

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Vendors and Distributors are always on the hunt for the best way to incentivise their business partners to increase their sales and profits. There are many incentive programs out there that most of you would have either participated in or executed against at some point during your career, if not on an ongoing basis. The … Continued

Customer Service And The Bottom Line

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The pursuit of virtually all businesses is to increase sales and profitability. Companies spend a large portion of their time developing and executing strategies, marketing plans and organisational structures in an effort to achieve these desired increases. This is not only done at a senior management level, but also within sales teams and by individual … Continued

Is There A Need For The Channel In The Cloud?

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There is no doubt that customers are starting to examine how they procure technology, and opting for a Cloud model rather than the traditional CapEx model. However, while this shift may provide a range of benefits for the customer and potentially the channel, it also brings with it some fundamental changes to the way technology … Continued

5 Mistakes To Avoid When Presenting

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Whether you work for a Vendor, Reseller or Distributor, you would have sat through many presentations throughout your career. Some of these of these would have been amazing while others might have been enough to put you to sleep. The importance of being able to deliver an effective presentation is well known, however we don’t … Continued

Be First In Line For Vendor Leads

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Every partner wants to be on the receiving end of leads from their vendors. What’s more vendors often promise leads as rewards for certain partner behaviour such as training, certification and marketing activity. Partners invest their time, money and resources into a vendor and want to be rewarded accordingly. What is it however that truly … Continued

Partner Program Design Checklist

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We have recently been asked by a couple of clients to help them design, build and implement a new partner program, either as a re-launch of an existing program or as their first serious attempt at recruiting and managing partners. We hope this article provides an insight into what to do, what not to do, … Continued