Channel News

Forget The Pecking Order At Work

Thursday, March 09, 2017

Margaret Heffernan is a well know ‘Management Thinker’. She has been the CEO of 5 different organisations and has a wealth of experience when it comes to the management, success and productivity of teams. In this TED talk Margaret looks at the concept of the ‘star performer’ and how the general assumption is that the star performer drives the success of a team. It is this very thought process that leads people to believe that if we put all of the stars into the same team, where they have to work together (not contribute individually), they will clearly achieve a high level of success.

The interesting thing about this is that the opposite is in fact true. In this talk Margaret discusses research that conducted experiments proving this theory completely wrong. Watch the talk to find out what the most successful teams looked like and what the key attributes of these teams actually were. The findings may just change the way you look at your current team and who you appoint as your next member.  ...Read More


Ten Lessons From Trump For Channel Managers

Wednesday, March 01, 2017

Author: Moheb Moses

On the 20th January 2017, Donald J. Trump, an American businessman and television personality with no prior government experience, became the 45th President of the United States, in what many consider to be one of the biggest upsets in American political history. Since then, he has gone on to lead what many consider to be the most tumultuous first 30 days of any new administration.

While I am far from being a Trump fan, and disagree with many of his policies, his spectacular win and subsequent turbulent first month in office provide 10 valuable lessons (5 Do’s and 5 Don’ts) for all Channel Managers and vendors.  ...Read More


Managing a Multigenerational Workforce

Wednesday, February 22, 2017

Today’s workforce is multigenerational and this can present both opportunities and challenges to those charged with management positions. How do you get the best from a multigenerational workforce? What will motivate and inspire a millennial is going to very different to what will motivate and inspire a baby boomer. So how do managers work with these differences?

Moheb recently spoke with Sam Worthington from IT Brief on what he believes is important when it comes to working with a multigenerational workforce and how imperative it is to encourage communication and collaboration between the generations. It seems that there are several common things that successful multigenerational managers are doing so read the article to find out what they are.
 ...Read More


Successful Sales Qualification

Tuesday, February 14, 2017

For those of you that work in a sales role you know how important sales lead qualification is. It is the step in the sales process that can ultimately lead you to winning more business, and wasting less of your time. This brief article and video from Engage Selling by Colleen Francis is short and sweet and delivers a really valuable message about sales lead qualification. 

It seems that the critical component of the qualification process comes to understanding what the priority is within the customer’s decision making criteria. If you understand that, you can adjust your sales approach to talk specifically to the decision maker’s most important criteria.
 ...Read More


The Top 7 Ways To Sell Your IT Services Business

Tuesday, February 07, 2017

When it comes to your Managed Services business, we talk a lot about what your business model should look like and what you need to be doing in order to be successful. What is not often discussed is how you should approach or even start to consider the steps and process associated with the sale of your Managed Services organisation.

T
he end goal for a tech entrepreneur is to sell their business for a good price, but what needs to be done with the business in order for this to happen? James Henderson of ARN has written this interesting article with input from Moheb on what the key steps are for business owners when it comes to readying and then positioning their business for sale. ...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