Channel News

Evaluating Underperforming Channel Partners

Wednesday, October 26, 2016

As a vendor, evaluating and addressing underperforming channel partners and distributors is an ongoing challenge. While the channel provides scale and reach that vendors can only obtain through the use of channel partners, it does mean that an element of control is lost when it comes to the ‘extended sales force’. ...Read More


Rethinking The Value Of Customers In A Cloudy World

Wednesday, March 11, 2015

Author: Cam Wayland
Recently we have been working with a number of service providers building out their channel and XaaS offerings. The first part of the process is helping them to clearly define their target customer, and as a result what will be the best type of partner to acquire and service this customer. The second thing we do is look at what are the relevant metrics or measures to track their progress in an annuity world. This article looks at understanding the potential value of the customer over a period of time, not just at the initial sale value.

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What Was Hot In 2004?

Thursday, October 30, 2014

Author: Tamara Hodkinson
10 years really does go by very quickly. So much can happen in that time, like huge leaps in technology or vast changes in the state of the global economy. Yet at the same time so much can stay the same, like some of the social issues we face as a nation, or the way we like to spend our spare time. Let’s take a look back at the year 2004 for a bit of fun to remind ourselves of what music we were listening to, what movies we were watching and what we were wearing only 10 short years ago….

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4 Rules Of Engagement to Avoid Channel Chaos

Thursday, August 15, 2013

Author: Cam Wayland
Recently I’ve been working on several channel program design projects, and I am surprised to see vendors invest so much effort into their program offering (tiers, benefits, etc), but not put much thought into the actual engagement model. The end result is usually some form of channel conflict, or gaps between partner’s expectations and vendor deliverables, often resulting in dissatisfied partners.

Based on our experience, best practice involves firstly thinking through the appropriate go-to-market strategy for the target market, then designing the partner program to support this. Then make sure that the physical resourcing, channel or sales functions and associated compensation schemes are aligned to support the first two. And finally, document this with published rules of engagement.

Just as importantly, to qualify for best practice, there needs to be clear and enforceable consequences for breaking the published rules of engagement, otherwise why bother with having any rules in the first place. But before we look at solutions, it is worth looking at what we see as the most common problems when there are either no rules of engagement or poorly aligned engagement practices. See if you can identify with any. ...Read More


Conducting Effective Channel Partner Reviews

Friday, December 14, 2012

Author: Cam Wayland
As the year draws to a close we are often asked about our tips or ideas for the coming year. This year our number one tip to improve channel performance is easy to do, costs very little, but will deliver huge gains in productivity, relationship alignment as well as revenue. Simply conduct regular structured business reviews. The following article applies no matter if you are a vendor, distributor or a reseller.

Most channel professionals review the performance of their partners (distributors or resellers) on a semi regular basis. However, this is often a reactive response after a revenue target has been missed. This paper looks at the review process as being an integral part of a best practice partner management program, and a tool that will benefit everyone.  ...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
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  • "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
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    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
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    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
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    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
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    Optus – Channel Manager
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    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
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