Channel News

How Social Selling Can Help MSPs Generate New Leads

Tuesday, November 14, 2017

Sales can be a tough game, and as a sales person you are always on the look out for ways to generate new leads, and ideally improve your close rates. This article explores the idea that if you are a sales person at an MSP and you have not already been using social selling as a way to generate leads, you really need to start.

Social selling is still relatively new and if you have been in the industry for 15 years or more, there is a good chance you are not using it. This article identifies three things that social selling can help you do that traditional sales techniques cannot (this is the 'why' use social selling). It then goes on to break down three action items (the 'how' to use social selling) for you to go ahead and do so you can get started. Read the article and start filling your pipeline. 
 ...Read More


Edge 2017 - Uncovering the 5 New Partner Types Now at the Customer Table

Wednesday, September 13, 2017

Just as technology changes the way business is conducted (think the arrival of the Cloud as an obvious example), it also changes the way customers engage. When customers change, the channel adapts accordingly, and it seems we are seeing new partner types emerge in response to the customer's changing behaviours.

At the recent ARN Edge 2017 conference, Jay McBain (Principal Analyst, Global Channels at Forrester) discussed 5 new partner types that have been identified and are now appearing in the marketplace. Read this article in full to find out what these partners look like and what role the traditional reseller still has to play in this changing landscape. ...Read More


8 Software Demo Mistakes That Scream 'Rookie'

Monday, July 10, 2017

If you are a sales person, you know it can take a hell of a lot of work to get to the point of securing a demo with a potential customer. So once your demo is booked, the last thing you want to do is to lose a potential deal with a poor demonstration.

So what does a good demonstration involve and what are they key elements for success? Mark Cox recently published a great article on LinkedIn that outlines what he calls are the 8 demo rookie mistakes. Read it in full to understand the 8 areas that Mark identifies as being critical to success so you are prepared to nail your next customer demonstration! ...Read More


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


Create Winning Sales Proposals

Tuesday, June 13, 2017

If you’ve ever attended Channel Dynamics sales training, you’ve probably heard us talk about the ideal sales proposal structure, and the importance of presenting your proposals in person. Our experience has shown that your close rate increases exponentially when you present you proposals in person (even if it is via a video conference call).

So we’re delighted to see this short video from Colleen Francis that reaffirms not only the principle of delivering proposals in person, but also advocates a structure that completely aligns with our teachings… namely, that you should always lead with the client’s objectives, and that your proposal should directly relate to those objectives. ...Read More


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