Channel News

EDGE 2017 – Are Vendors and Partners On the Same Wave length?

Monday, September 04, 2017

ARN recently held the leading partner summit for the ANZ region – EDGE 2017  on Hamilton Island, which hosted more than 300 of the industry's most influential figures. Moheb was one of the key note speakers at this event, which was focused on the future, and what it holds for the Channel and those that work within it. 

In follow-up from this event ARN, James Henderson (Editor, ANZ) summarised some of the research findings, and the key messages from Moheb's presentation about how the role and relationship of the vendor and partner will start to look in the not too distant future and whether they are aligned in their approach to the channel.

Click on the link below to read what ARN discovered in their research and what Moheb has to say about vendors, partners and the future for the channel. ...Read More


CompTIA September Webinar and November Community Meeting

Tuesday, August 29, 2017

CompTIA are continuing to host high quality and informative events to support their Community here in ANZ. The next webinar is scheduled for September 21st and the next community meeting is being held on November 8th.

The September 21st Webinar is being delivered by Steve Martin of NextDC, who was a key note speaker at the July community meeting. Steve will be presenting Hybrid Complexity = Channel Opportunity... a webinar that explores the evolution of different channel groups, and provides insights on how to discover channel opportunities in a complex cloud environment. 

The
November Community Meeting is being held at the Westin Sydney on November 8th, and will focus on The Future of Technology. The meeting will host a range of knowledgeable and entertaining speakers exploring topics such as Virtual/Augmented Reality, Internet of Things, the role of nbn, and Blockchain, in addition to announcing our new Mentoring initiative.
 ...Read More


Success With IoT Requires More Than Chasing The Cool Factor

Thursday, August 17, 2017

The Internet of Things (IoT) and Digital Transformation (DT) are very hot topics that are on the radar for the vast majority of businesses. The interesting thing however is that successfully implementing or embarking on an IoT or DT journey, and obtaining an ROI that will positively impact a business, requires more than the technology or system changes alone.

This article from the Harvard Business Review calls out what else needs to be addressed in order to achieve a meaningful ROI. It seems that while these projects are technology based, there are business, human and cultural aspects that are impacted and that can positively contribute to the success of these projects. Read this article to ensure your organisation or your customer's organisation gets the most out of any IoT or DT project embarked upon. ...Read More


How To Grow Your Business Using Vendor MDF

Monday, July 31, 2017

Author: Grant Cleary

MDF – it’s that 3 letter acronym many of us love to hear! Market development funds or MDF are used by vendors in the channel to enable service providers, resellers and distributors to market their products and solutions, and build brand awareness. MDF may be allocated to partners as a percentage of sell-through revenue, or a partner can submit a discretionary request for funding, depending on the vendor’s own policy and process.

Sounds great doesn’t it? Who doesn’t want to get their hands on some extra marketing or sales enablement funds that we might otherwise struggle to find in our own business? With a little planning and creative thinking you can use these funds to acquire new customers, grow your existing ones, and forge new markets. As a channel partner, here are a few tips to help you request, secure and use vendor MDF more effectively. And if you’re a vendor, then these tips may help guide your partners towards a more mutually positive MDF experience.  ...Read More


CompTIA ANZ Meeting Wrap Up and August Webinar

Monday, July 24, 2017

The ANZ CompTIA Community is going from strength to strength thanks to you! With community membership at over 2,000 and participation growing, the meetings and webinars are fast becoming recognised as delivering real value to IT channel professionals.

The July Community meeting was a resounding success, with it being the biggest and best held to date. The topic of ‘The Future of Partnering in the Channel’ was of great interest to over 130 of our community members who attended the meeting. The overall feedback was that the keynote speakers and panelists featured at the meeting were excellent.

In keeping the quality content coming for Community members, CompTIA will run a webinar on August 23rd. Mark McInnes - Australia's #1 LinkedIn Social Seller for 2016 – will explain the 7 Secrets of Social Selling and how to find new prospects without cold calling. Click on the link below for more information or to register. ...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