Experience & Expertise To Fast Track Your Channel Success
All consultants at Channel Dynamics are highly qualified, and have a sound track record as managers, speakers, consultants or coaches, working across Australia and overseas.
Moheb Moses – Co-Founder
Moheb Moses is regarded as one of Australia’s most authoritative figures in the field of channel management. He is a regular speaker at industry events, and was inducted into the prestigious ARN (Australian Reseller News) IT Industry Awards 2011 Hall of Fame, by a judging panel of 60 industry leaders, for his outstanding contribution to the Australian IT industry.
Moheb has spent over 30 years in the Information and Communication Technology (ICT) industry in senior management roles assisting companies to grow their business through a focussed and successful partnership methodology.
A seasoned professional, Moheb has held executive management roles at WatchGuard Technologies, Citrix Systems, Logical Networks (2nd largest Cisco reseller), and Sourceware (Value-add software/hardware distributor). He has been instrumental in helping partners win large end-user deals such as Boral, Optus, Flight Centre, James Hardie, Singapore Technologies and Citibank.
Today, Moheb specialises in facilitating channel sales training workshops, providing coaching for channel executives, channel program development, and helping technology vendors enter the Asia Pacific market.
Moheb holds a Masters in Business Administration (MBA) from Macquarie University, as well as a degree in Computing Science and a Certificate in Marketing Management from the University of Technology, Sydney.
Cam Wayland – Co-Founder
Cam Wayland is a senior manager with more than 30 years sales channel development and management experience across both the IT and Telecommunications industries. A regular contributor to leading industry publications ARN and CRN, his views are widely sought regarding best practice channel strategy.
A sound background in change management, Cam has helped distributors and resellers in all aspects of business – from start-up, to difficult turn-around situations in established corporations. Cam has held responsibility for sales and marketing teams with revenues of up to $200m, and developed programs for a broad variety of target markets ranging from SME, major retail chains, education, to large corporations and government departments.
Cam’s experience spans across IT vendors, IT distribution, IT resellers and with a national Carrier. He has held senior management roles with SingTel Optus, Tech Pacific (Largest IT&T Distributor in Australia), Sirius Technologies (SME modem & networking manufacturer), and NetComm Limited (Number 1 modem manufacturer).
Cam specialises in channel strategy consulting, developing channel performance metrics, account planning, optimising channel structures, distribution logistics and operational reviews.
Cam holds a Graduate Diploma in Change Management and an Executive Management Certificate from the Australian Graduate School of Management, as well as a Certificate in Strategic Management from the Macquarie Graduate School of Management.
Aileen Paterson – Senior Consultant
Aileen Paterson is an experienced channel manager with over 25 years’ experience having worked as a senior channel sales person for leading software and security vendors including McAfee and Nuix as well as distribution experience with Ingram Micro in the IT industry. Additionally, Aileen has extensive experience in the business grade wholesale telecommunications sector working for carriers such as AAP and NEC account managing other APAC based carriers and larger solution providers/MSPs. Furthermore, at Hosted Network a wholesale Infrastructure as a Service (IaaS) provider where she was responsible for successfully managing and growing the channel business from what was a direct to end user provider.
With a strong channel focused business development background Aileen specialises in researching, auditing, and analysing both vendors and distributors partner programs and overall go to market initiatives to understand what, how and where the partner programs can be improved or amended to gain further sales traction and partner mind share.
Her extensive wholesale telco and IaaS experience especially provides Channel Dynamics clients with practical insights into how to develop and fine tune new generation of partner programs and associated opex and lifecycle management selling methodologies that are now focused on growing recurring revenue business across different public and private cloud services and solutions, such as IaaS, DaaS, BDR, and VoIP.
Aileen holds a Graduate Certificate in Management from the Australian Graduate School of Management and has undertaken a range of professional sales development programs including Siebel Target Account Selling, IBM Solution Selling, Blue Sheeting and Franklin Covey professional development programs.
Neville James – Senior Consultant
Neville is a senior IT executive who has spent over thirty years in the Australian channel market and who now consults to IT focused vendors, solution integrators, managed service providers and cloud / SaaS providers. Acknowledged as one of Australia’s most strategic channel leaders, Neville also has a particular passion for creating outstanding channel teams.
Neville began his career managing indirect channel networks for the Shell Oil Company and Toyota before transitioning to the IT industry in 1996. From there he ran channels for Ericsson’s PABX Division before exploring his entrepreneurial passion in a ten-year career creating and running his own systems integration businesses – all three of which he built and sold over that decade to the likes of Telstra and Commander. After exiting the last business, Neville then had a celebrated 17-year career as the Director of Channels for Nortel (Australia and ASEAN), Westcon, Citrix and most recently included a ten-year stint at NetApp.
His back ground is somewhat unique having held senior / ownership roles in partners, distributors and vendors alike. Neville has never lost that entrepreneurial passion for business and market creation – he brings a laser focus on what drives, motivates and inspires business owners instilling that passion and mindset to the vendor channel businesses and teams he has successfully built over his career.
Neville has a Bachelor of Economics and Masters of Political Science and in addition to being an IT industry leader has a 25-year background as the founding director of the Melbourne based Commentators Club, in establishing and building philanthropic related endeavours.
Ryan Parker – Director
Ryan Parker is a business leader with over 20 years’ experience of successfully developing and managing businesses which operate within the IT and Telecommunications industries across Australia and New Zealand.
He is a strong channel advocate, having spent his career working across the channel at reseller, distribution and vendor level. He has worked in senior roles for companies such as NETGEAR, Endace and NetComm, where he established go-to-market strategies, resourced and successfully executed across National Retailers, IT Ecommerce Channel, SMB-Mid Enterprise Resellers, VAR’s and MSP’s and Service Providers and Telcos.
Ryan has a strong sales, technical and operations background, so he is able to understand and develop all facets of a business. His focus is to help organisations create alignment across the disciplines of sales, marketing, engineering, operations and support. This foundation enables the business to develop and support a scalable, resilient channel, which delivers profitable business growth and end customer satisfaction.
Ryan specialises in channel strategy, sales execution through direct, channel and distribution, brand and product positioning and developing channel engagement programs.
Ryan has completed a BA Degree in Business Management and Marketing, and a Diploma in Strategic Account Management through the Australian Graduate School of Management.
Eddie Hui – Senior Consultant, North Asia
Eddie is a seasoned executive in ICT industry in Hong Kong, who provides training and coaching for clients in Greater China. His background includes senior roles with vendors like HP, EMC, Sun Microsystems as well as System Integrators like Getronics, PCCW and Dimension Data.
Eddie joined ICT industry in 1981 and is passionate about sharing his experiences in workshops to help formulate strategies for field channel teams to develop new business. He was an invited trainer for vendors like Sun Microsystems, Microsoft, NetApp, and Unilever. He founded EMC China Channel Organization in 1997 and achieved “EMC Top Asia Channel Manager Award in 1998.
Eddie delivered Enterprise Storage Solution training to Sun Microsystems Sales Team in 2003. He was invited by Microsoft China as a speaker at their Channel Kick-off Conference in 2007, and has trained more than 1,000 sales and support staff within Microsoft Resellers in China.. He has written an e-Book, “25, 50, 75 Past Present Future ICT Professionals Sales Best Practices” in 2007. Eddie is currently a President of Disaster Recovery Institute China (Hong Kong Operation).
Eddie holds a Higher Diploma in Electronics Engineering from Hong Kong Polytechnic and a Master of Science Degree in Engineering Business Management from University of Warwick, UK.
Rafique Ahmed – Senior Consultant, India
Rafique Ahmed is a CTP (Certified Training Processional) from ARTDO (Asian Regional Training Development Organisation). He is also a visiting faculty at the IIMB (Indian Institute of Management, Bangalore).
Over the last 26 years, he has held various roles with a diverse array of ICT companies with responsibilities in channel sales and channel management. His experience includes managing channel partners while working with Nortel, Siemens, Pacific Internet, as well as building learning strategies at Dell and Lenovo.
Rafique has led consulting and sales transformation projects across industries mainly focused on IT and Telecom. In one of the recent projects for a HRMS software company, he was involved in conducting and audit on their Channel Program and readiness for selling on cloud, made recommendations and helped launch their offerings in the APAC region.
Rafique has been associated with Channel Dynamics since 2014 and has led the local Indian component for Channel Dynamics APAC wide projects. He has led sessions across South Asia, India and USA. These have included conducting research on local partner engagement/enablement requirements, routes to market research, distribution strategies, challenges faced by local partners as part of global partner programs, and strategies being adopted by partners transitioning to Cloud services.
