Channel News

The Right Partner Experience: The Importance Of People

Friday, April 21, 2017

We often talk about the customer experience and how important a positive customer experience is for a partner's success. What we don't often discuss though is the partner experience, which is highly important for vendor success. Diane Krakora from Partner Path quotes recent research indicating that not only is the Partner experience critical for vendors, within that, it is the 'people' component of the experience that seems to hold the most weight for partners.

We all know that the better the experience is, the more the partner engages, the broader the market reach is for the vendor and the more the partner sells for the vendor (obviously). So what is it that partners are looking for when it comes to engagement with people at the vendor? You might be surprised to find out that it is not really about the Partner Account Manager but more about having access to other people within the vendor organisation as well. Read the article in full to find out more, it might just change the access to resources (people) you give your partners. ...Read More


How To Spark Creativity When You Are In A Rut

Wednesday, April 19, 2017

There are lots of reasons as to why we can get stale at work. It could be related to people, it could be because you are not challenged or have not changed roles in a long time. Whatever the reason you can rest assured it happens to almost all of us at one point or another but there are ways to consciously break free of it.

Priscilla Claman from the Harvard Business Review has written an interesting article about breaking out of a rut and re-sparking our creativity. She offers 4 strategies to employ when trying to restore the spring in your professional step that I believe we could all use from time to time. Click on the link below to read more.
 ...Read More


The Journey of Partner Business Transformation

Tuesday, April 04, 2017

Author: Cam Wayland

We recently did some work with the senior management team of a mid-market VAR/Service Provider on how they adapt their business model with the continuing growth of Cloud & XaaS. Our analysis identified several external forces acting upon their business, as well as internal pressures, and helped them create a set of priorities of what needs to change.

While our findings and workshop discussions were very specific to that partner, our process (described below) is a framework that can be leveraged by any partner going through a similar transition. In particular, we explore the question of what may not need to be abandoned, but instead be re-packaged, to keep you relevant to customers, vendors and staff.  ...Read More


Sizing Up The Security Spectrum

Tuesday, March 28, 2017

Cam Wayland recently participated in an ARN roundtable discussion with a variety of vendors to explore the Security Spectrum and where the channel can really play a role. The discussions that were held were informative and productive in fleshing out what the security market and issues are looking like for 2017 and beyond.

It seems that while the security market has been big for some time, there really is no sign of the growth and spread of this market slowing down. Findings suggest that spending is expected to continue to increase in the coming 5 years and that Australia is currently the number 1 country globally for cyber security breaches. Discussions found that companies of all sizes and now also individuals are at risk of security breaches. Companies don’t want the public exposure and humiliation of having their Security breached and individuals don’t want to have their personal data and photos (for example) taken from them in a ransomware attack. This all means that we need a vast range of Security solutions to cater to both ends of the market, and all that lies in between. ...Read More


Generation Y Should Be Plotting A Revolution

Tuesday, March 14, 2017

The recent ANZ CompTIA Community meeting was focused on the fact that today we have a multi-generational workforce. Given people are remaining in the workforce for longer, there have never been more generations working together than there are now, so we are in unchartered waters. Further to this, it interesting that it’s the youngest generation that carries the worst reputation when it comes to their attitude and values in the workplace. The fact remains however that the generations have to work together and need to make a success of it, so how do we do this? Perhaps the answer is to first walk a mile in each other’s shoes.

Annabelle Crabb of the ABC has written an amusing but also insightful article on Generation Y and how it is that they may well just have the right to be annoyed at their parent’s generation. Not only does she look at things from a Generation Y’s perspective but she also challenges the fact that the older generation need to consider whether some of their prosperity has and is being gained at the younger generation’s expense.  ...Read More


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