Channel News

Balancing Work and Life in Times Of Growth

Thursday, November 01, 2007

Author: David Blackman
Today’s work environment is one where customers, partners, peers and staff expect instant gratification. Perception is reality and if you can’t respond in a timely fashion, or your organisation provides less that expected levels of customer service, there is always a competitor standing by to eat your lunch.

I’ve always pitched work-life balance as being critical. But there are times when I wonder if it’s possible! The Laptop/PDA/Phone/Blackberry is the new boyfriend/ girlfriend/ spouse/ wife/ husband. You spend more time with your electronic communication devices than you do with your loved ones. We can be found on planes, in offices, hotels, café’s, or restaurants more often than in our own homes. More importantly, we also have our family and friends also vying for and requiring precious time. So how do we retain balance?  ...Read More


Be A Consultant To Your Channel

Thursday, September 13, 2007

Author: Moheb Moses
In our last newsletter, we discussed the difference between Features, Benefits and Advantages, and the importance of being able to genuinely identify the needs of your partners (or end-users, if you happen to be a reseller account manager). In this article, we will delve deeper into this topic of identifying needs, and show you an effective consultative questioning approach that will help you uncover what partners really need, and enable you to deliver genuine benefits.

It's easy to fall into the trap of thinking that all partners want the same thing - margin, rebates, leads, support, etc. And it's easy to see why - these nearly always get raised in partner review meetings. But the real skill of the professional Channel Account Manager is to delve beyond this and get to the crux of what drives the partner's behaviour. And that means taking off your salesperson's hat, putting on a consultant's hat and asking the right questions.  ...Read More


A New Look At SWOT Analysis

Friday, July 06, 2007

Author: Cam Wayland
SWOT analysis (Strengths, Weaknesses, Opportunities, and Threats) is a simple, proven and well used method of assessing a business, its resources, and its environment. However, most partner account managers would not think of using it as the starting point in a partner or distributor review, nor in the account development process.

This paper takes a fresh look at this simple yet effective tool by using two different approaches. The first is to do the exercise from the perspective of the combined vendor/partner offering (ie. a "Collective SWOT"), rather than the traditional internal management perspective. The second is by adding a “vertical focus” across the tool to create two sets of action items - "MAX" activities (to maximise Strengths & Opportunities) and "MIN" activities (to minimise Weaknesses & Threats). ...Read More


Partner Profitability

Tuesday, May 29, 2007

ARN brought together six vendors and six channel partners for a discussion on profitability. Moheb Moses was invited as a 3rd party industry expert to provide his observations and feedback.

What follows is an edited transcript of the conversation with a number of breakouts focusing on major discussion points of the day. They include lead generation, deal registration and rebates. We also tackled the contentious issue of vendors recruiting from within the channel.

 http://www.arnnet.com.au/article/184684/partner_profitability/  ...Read More


Why Do You Have A Channel?

Thursday, April 19, 2007

Author: Moheb Moses
If you are a vendor, you probably already use a channel to go to market. But have you ever stopped to ask "why?"

For most companies, the channel has been in place for so long, it's just part of the furniture. However, an unclear vision of the role of the channel (and inconsistency within your company as to why you use an indirect go-to-market model) is in many cases the primary reason for a non-performing channel. In other words, the reason your channel isn't working may be due to the fact that you (and hence they) don't really understand what you expect of them.

This article examines the reasons why vendors use a channel, the different benefits that channels provide, and what you can do to build a foundation for a high performance channel  ...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
  • "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