Channel News

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


5 Ways Partners Can Master Digital Transformation

Wednesday, April 26, 2017

Digital Transformation is a phrase that we are hearing more and more of, not only in the IT Industry, but in the business world in general. Businesses are undergoing digital transformation across almost all industries and for most, this is a process that they have to go through in order to stay competitive, current and relevant in their fields.  

This is good news for Managed Service Providers (MSPs). It offers them a big opportunity to really help and add value to their customers by guiding them through this process and resolving the business issues hampering their success. This article by Walter Monasterio from The Var Guy outlines the complexities that Digital Transformation creates for customers and offers 5 ways that MSPs can really show their value and help guide their customers through the Digital Transformation process. ...Read More


Forget The Pecking Order At Work

Thursday, March 09, 2017

Margaret Heffernan is a well know ‘Management Thinker’. She has been the CEO of 5 different organisations and has a wealth of experience when it comes to the management, success and productivity of teams. In this TED talk Margaret looks at the concept of the ‘star performer’ and how the general assumption is that the star performer drives the success of a team. It is this very thought process that leads people to believe that if we put all of the stars into the same team, where they have to work together (not contribute individually), they will clearly achieve a high level of success.

The interesting thing about this is that the opposite is in fact true. In this talk Margaret discusses research that conducted experiments proving this theory completely wrong. Watch the talk to find out what the most successful teams looked like and what the key attributes of these teams actually were. The findings may just change the way you look at your current team and who you appoint as your next member.  ...Read More


Do You Honestly Believe You Are A Disruptor?

Sunday, January 29, 2017

Author: Moheb Moses
If “Cloud” was the most overused word for 2015, then “Digital Disruption” would have to be my #1 pick for 2016. I’m struggling to think of a vendor event that I attended last year that didn’t reference at least Uber, AirBnB or Netflix in the opening slides; the message of course being … Disrupt (like these three companies) or Die.

The problem is that very few companies have either the culture or environment to enable innovation, let alone disruption. Against a backdrop of the all too popular catchphrase “Think outside the box”, we have built business models that punish people for daring to stray outside their box. ...Read More


Top 17 Tech Trends for 2017

Tuesday, January 10, 2017

At this time of year it is always interesting to see what is predicted in terms of trends for the year ahead in our industry. The cloud was of course highly evident in the recent years, along with the Internet of Everything and Cyber Security.

So what does 2017 hold? In this article from Forbes, the journalist Sarwant Singh identifies what he believes to be are the top 17 tech trends for the year ahead and in doing so he extracts some common themes. ...Read More


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    ARN – Editorial Director, ARN, IDG Australia
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    Citrix Systems – Area Vice President, ANZ
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    Dell – Channels Director
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    Ingram Micro – Product Manager
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    Lexmark – General Manager Channels
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    Software AG – Channel Manager
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    Symantec – Business Development, Education Services
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    VMWare – Channel Director
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    Watch Guard Technologies – Sales Manager
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