Channel News

Forget About Disrupting and Just Get on with it

Thursday, November 16, 2017

Author: Moheb Moses

If “Cloud” was the most overused word in 2016, then “Disruption” would be my pick for this year’s winner. It seems that the mantra for the new breed of workplace warriors is “disrupt, or be disrupted”, and anyone who isn’t turning their business on its head is surely going to end up in the dictionary between “K” for Kodak and “L” for Loser.

But what if it’s all a myth? What if a company’s performance has nothing to do with disruption at all? What if the real reason behind success dates back to 4,500BC when an innovative young Mesopotamian put an axel between two slices of a tree trunk, realised it was easier than carrying things on his back, and called it a wheel?
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Profits Eat Innovation For Breakfast

Sunday, November 12, 2017

This article from Forbes magazine ties in with our feature article this month Forget About Disrupting and Just Get on with it. It discusses striking the important balance between ensuring you make short term profits while also experimenting with new and innovative technologies, processes and ideas to allow for longer term growth and evolution.

While this article uses the example of the American giant GE to demonstrate this point and it takes a while to get there, it has some great nuggets of information that can be highly relevant to channel based businesses. Interestingly you will find it comes back to the main point made by Moheb in his article. While innovation is important, it really comes down to whether you are solving your customer's pain points. 
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Getting Annuity fit - What a Gym Can Teach The IT Industry

Thursday, September 07, 2017
Author: Cam Wayland 

As the IT industry moves further towards an annuity, subscription based model, it is worth having a look at other industries where this business model is more mature as an insight to a possible future landscape for MSPs. One such industry is surprisingly the gym and fitness industry. There are many similarities between the two industries that are certainly worth exploring.

The fitness industry is a mature industry, that is brutally competitive and has close to complete market saturation. So what are the successful gyms and trainers doing to be competitive and stay profitable at a time when all of these businesses start to look the same? Let's take a look.

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9 Big Ideas from Channel Chiefs

Monday, July 17, 2017

The only thing that is certain in the channel is change. Because of this it is important to be across the changes and trends that are taking place in the channel as they happen. This however is easier said than done. When you are so engaged in the day to day happenings of your job it can be hard to remember to stop and look around from time to time.

Looking at emerging trends and being aware of customer’s changing needs is going to help you to be successful in the channel and ultimately in your role. So where do you go for this information if you don’t see it directly in front of you? There are lots of places you can look. Online industry publications are a great start, as is talking to peers and colleagues about what they are seeing happening in the Channel. We found a great article written by T.C. Doyle that covers off 9 big ideas as spotted by Channel Chiefs from beyond Australia. Read on to find out what these 9 ideas or trends are and stay informed about the channel you are a part of.

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The Value Of A Three Tier Pricing Strategy

Tuesday, June 20, 2017

Author: Cam Wayland

We are currently working with a mid-market VAR/MSP on their business transformation process. In addition to looking at their sales team structure and size, we are also examining their overall profitability. Our first question was to determine how they set the price for their client offerings. Like many companies, they look at the cost of providing their product or service, determine the minimum required GP, and set the price accordingly.

Our next question for them was whether they were happy with the GP they are making. Their answer was 'there is certainly room for improvement'. So how should they be pricing their products and services to maximise their profitability? We believe that the best approach is to adopt a 3 tiered model of Good, Better, Best pricing to not only improve profitability, but also to improve client satisfaction.

So what exactly does this all mean? ...Read More


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