Channel News

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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Success With IoT Requires More Than Chasing The Cool Factor

Thursday, August 17, 2017

The Internet of Things (IoT) and Digital Transformation (DT) are very hot topics that are on the radar for the vast majority of businesses. The interesting thing however is that successfully implementing or embarking on an IoT or DT journey, and obtaining an ROI that will positively impact a business, requires more than the technology or system changes alone.

This article from the Harvard Business Review calls out what else needs to be addressed in order to achieve a meaningful ROI. It seems that while these projects are technology based, there are business, human and cultural aspects that are impacted and that can positively contribute to the success of these projects. Read this article to ensure your organisation or your customer's organisation gets the most out of any IoT or DT project embarked upon. ...Read More


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


Maybe It's YOU That's Not Adding Value!

Friday, April 28, 2017

Author: Moheb Moses

It’s funny how things come in waves. In the last month, I’ve had four conversations with four different vendors, concerned that their sales team is not engaging the channel because their reps believe partners add no value. And while I agree that there are certainly partners who add no value, we obviously wouldn’t be in business if we didn’t believe the vast majority of partners do add enormous value.

I think that if you are going to question the value that partners add to your business, there are two other important questions you should also be asking... 1) what value do you want from your partners? and 2) are you, as a vendor, adding value to their business?  ...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