Channel News

Channel Dynamics Turns 5 !

Wednesday, December 02, 2009

November marked our 5 Year Anniversary, and to to celebrate this momentous occasion, we hosted a combined Birthday/Christmas party at the spectacular Andrew (Boy) Charlton Pool on the Sydney foreshore, near the Botanical Gardens.

We hope you enjoy some of the photos from what turned out to be one the year's great industry events.



 ...Read More


Using Finance to Accelerate Sales

Sunday, November 22, 2009

Author: Kit Craig
It’s no news that we live in an economic environment that is tough for business. Cash is tight and the economy uncertain; no matter how many ‘green shoots’ we hear about, we’re not out of the bleak times yet. In July the Shanghai Exchange recorded its biggest drop in 8 months, and both the OECD and World Bank were forecasting global economic "stagnation" in 2010.

The upshot of all this is that, globally, credit markets are still conserving cash, leaving clients with fewer options to fund their IT endeavours. Across Australia and New Zealand the cost of borrowed capital has roughly doubled in the last 12 months.

Channel partners are hurting from slow client decision making, reduced revenue, squeezed profit margins and delayed client payments. Few, however, are selling to their clients’ finance departments or using financing to help change the game. ...Read More


Recovery, Risk and Adapting to a Post-GFC World

Wednesday, September 30, 2009

We are often asked by resellers what are we seeing in the market and how can they adapt their business to take advantage of growing trends, especially the rebounding economy and how to take advantage of the post-GFC world.

In this article that appeared in ARN, Dean Vaughan shares his thoughts on how integrators can help their customers get their project approved and adapt to the funding constraints within a new expansive economy.

http://www.arnnet.com.au/article/330544/recovery_risk_adapting_post-gfc_world/

 ...Read More


Five Tips to SaaS Success

Tuesday, September 15, 2009

One question that often get asked is about why resellers have not truly embraced the concept of SaaS (software as a service) and other "on demand" or annuity models faster. In this article that appeared in CRN, Cam Wayland shows how to survive the transition to annuity models.

http://www.crn.com.au/News/155744,five-tips-to-saas-success.aspx

 ...Read More


The IDEAL Vendor

Friday, August 14, 2009

Author: Moheb Moses
In a previous article about Partner Recruitment, we talked about partner profitability, and the need to provide a compelling value proposition for partners to want to sell your product. In today’s economic climate this has never been more valid.

Partners are driven by profit. Not revenue, not discount percentage, not market share; ... Profit. And that means they want a vendor who has the right mix of growth and margin, without requiring excessive investment, to make this worthwhile for them to make a commitment.  ...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