Channel News

Successful Selling

Wednesday, June 03, 2009

The economic downturn is being blamed for a lot of things, not least its impact on customer spending. In the first of ARN’s four-part series on How To Survive The Economic Downturn, Moheb Moses and Cam Wayland share their opinions on ways IT providers can fine tune their sales and marketing strategies to keep winning business.

http://www.arnnet.com.au/article/309186/successful_selling/

 ...Read More


Managing the Channel in Uncertain Times

Tuesday, March 03, 2009

Author: Moheb Moses
As the press fluctuates between “doom and gloom” and “light at the end of the tunnel” scenarios, the only thing we can be certain of in the short term is “uncertainty”. And while the financial system is predominantly at the centre of this turmoil, the current global financial situation (coupled with the significantly lower and fluctuating Australian dollar) will have ramifications throughout the broader economy and the ICT industry.

The combination of less available (or expensive) credit with stagnant or even declining demand will hurt even healthy companies. On the demand side, companies are likely to cut back on new investments and expansion, which may have suddenly become more expensive due to the falling dollar. On the supply side, companies that want to invest may find available credit scarce or unavailable.

So what can you do in these uncertain times?  ...Read More


2009 channel resolution – review your plans

Tuesday, January 27, 2009

By now the holidays are becoming a distant memory and it is either the beginning of a new financial year for some, or the run to the finish for others. Welcome to 2009, a year that will undoubtedly have its share of ups and downs – hopefully more ups if some structured channel planning is put in place now.

In this ARN "Local Insight" article, Cam Wayland shares his thoughts on why this is the ideal time to be making New Year “channel resolutions”.

http://www.arnnet.com.au/article/277567/2009_channel_resolution_review_your_plans/

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Distributors - Why bother?

Tuesday, December 02, 2008

Author: Nick Verykios
Beyond the question of “which distributor should a vendor partner with?”, a more relevant question in many cases is – “do I even bother contracting a distributor?”

There is an old Buddhist philosophy that suggests in order to cut through the root of all phenomena and our attachment to its false representations, we need to first cut the root of the mind and its ignorance. This philosophy could not be more relevant to the selection of an ideal distributor. Answering the difficult question of “why bother contracting distribution?” with a contemporary business mind set will assist any vendor in cutting through the plethora of irrelevant (dare I say ignorant) Tender Response documents that focus on whether a distributor will be a good credit provider, or whether they can move boxes around efficiently.  ...Read More


Become The Market Leader

Tuesday, September 30, 2008

While many resellers have a strong sales strategy, they often fall down when it comes to marketing. Mistakenly, many believe sales and marketing are synonymous. In this article that appeared in CRN, Cam Wayland shares his opinion on why it doesn’t have to be expensive, and how targeted marketing messages can help you stand out

http://www.crn.com.au/Feature/124104,become-the-market-leader.aspx

 ...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