Channel News

How Donkey Kong Took Nicki Page To The Top

Friday, August 19, 2016

We know that we need to encourage more women into careers in the IT Industry. We also know that women are just as capable when it comes to technology as men. What is more puzzling to us however is where that encouragement comes from.

This article has been written by a woman who has forged a fabulous career for herself in the IT Industry - Nikki Page, CEO of MOQdigital. What is interesting is how she was encouraged into her career in IT. It seems that,, like many things when it comes to raising children, it all starts at home. An interest in technology doesn’t always develop by itself when it comes to young girls. We need to introduce our girls to technology from a young age, at home, and encourage them to learn, explore and develop their love for technology. Start this when they are young and you could be pleasantly surprised as to where it might take them. ...Read More


CompTIA Launches Dream IT In ANZ

Wednesday, July 13, 2016

If you are a regular reader of our blog and our newsletter you will know that CompTIA recently ran their fourth ANZ Channel community meeting in Sydney. This fourth meeting coincided with the first birthday of the CompTIA ANZ Channel Community. During this time a fair bit has been accomplished by the ANZ Executive Council with the help and involvement of the CompTIA ANZ Channel community. One of these accomplishments is the launch of the Dream IT initiative.

The Dream IT initiative is a truly valuable cause aimed at encouraging young girls and women into a career in IT. There are many ways to participate and contribute, including speaking at your local high school, offering a career testimonial or offering the name of a school or institution to deliver the Dream IT message to.
 ...Read More


Australias Managed Service Providers Wrangle Cloud Vendors

Wednesday, June 22, 2016

Justin Warren at CRN has written an interesting article about the impact of customers moving to IT consumption via cloud business models on Service Provider organisations. The service providers looking after these customers are no longer handling equipment on behalf of their clients but rather are managing Service Level Agreements. What's more, the service providers are doing so for a multitude of vendors for each and every client.

This can quickly become a complex business and has meant that these Managed Services organisations have had to evolve with these changes in order to continue to be successful. In working through these changes it is apparent that some partners are evolving better than others.
 ...Read More


Challenges Of Being A Channel Chief

Tuesday, January 19, 2016

Heading up and successfully leading an IT channel business is a tough job. While the sales figures are always important, for channel leaders there are other critical factors at play that must not only be considered but also prioritised. It is has become clear that in order to be successful, one of the more critical things to do is for channel leaders to strike a balance between the goals of the vendor and the needs of their partners. While this is probably easier said than done, it is however possible.

In this article Brad Howarth speaks to several high profile channel leaders of past and present and channel consultants, including Moheb Moses, to get their take on what they believe to be critical when it comes to being a successful channel leader. Read the article in full to see what common themes appear when it comes to channel leadership success. ...Read More


Breaking Up With A Vendor Is Hard To Do

Monday, November 30, 2015

Business partnerships don’t always last forever. Business directions can change and with these changes, decisions need to be made. The same applies for vendor and reseller partner relationships.

Reseller partners must continually look at their business strategies and the vendors they are partnering with to ensure that their partnerships continue to make sense for them. When they no longer make sense, reseller partners need to take action. The problem is that this is not always easy to do.

This article explores how resellers can best end a vendor partnership. Moheb lends his expertise to the article by advising how to evaluate when the time is right to move on from a partnership and how best to do so while maintaining credibility with both customers and the vendor, which can be easier said than done.  ...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