Channel News

What Really Makes Teams Work?

Thursday, September 10, 2015

The importance and relevance of team work cannot be understated. The majority of us work in teams on a daily basis and/or participate in teams of some description in our own time, for pleasure.

This article states that in the current age, teamwork on a professional level has never been more important, and it is only continuing to become more so. The work produced in a team environment has been proven to be of a higher standard than that of an individual, time and time again. This means that it is critical for organisations to understand what underlies successful team work.

Here we look at the importance of face to face, human relationships and their effect on teamwork as well as the role of technology and communication via technology when it comes to working as part of team.

Read the article in full to understand the key elements of successful teamwork and how you can apply them to the teams you are part of today.

     LinkedIn: What Really Makes Teams Work?

 ...Read More


Who Is CompTIA?

Wednesday, June 24, 2015

Author: Moheb Moses
You might have seen in the press lately that CompTIA is coming to Australia. You might even have heard that the CompTIA ANZ Channel Community has been officially launched! No doubt, there are also many people who have heard the name, but in conjunction with some form of certification or Trustmark. So who, or what, exactly is CompTIA? ...Read More


Be First In Line For Vendor Leads

Wednesday, August 13, 2014

Every partner wants to be on the receiving end of leads from their vendors. What’s more vendors often promise leads as rewards for certain partner behaviour such as training, certification and marketing activity. Partners invest their time, money and resources into a vendor and want to be rewarded accordingly.

What is it however that truly makes a vendor decide upon which partners to assign their leads to? It would seem that it is not as simple as "If you do this, I will give you that" when it comes to lead distribution. Greg Furlong from CRN looks at the key behaviours and attributes that a partner needs to possess and exhibit in order to find themselves being assigned leads from their vendors. To read the full article click on the link below:


   CRN Be First In Line For Vendor Leads

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Making The Most Of Your Mistakes

Wednesday, May 14, 2014

Every partner experiences customer complaints at one point or another. Adding to this issue in today’s world is that customers now have more opportunity and more platforms upon which they can discuss and highlight their dissatisfaction. The social media options abound (facebook, twitter, web forums etc.) in which customers can voice their issues with a partner. Leon Gettler however proposes that customer complaints can actually be an opportunity for partners to build closer links with their customers rather than larger divides and more negative commentary in the marketplace. The customer is always right, even when they are not. Read his article to understand what needs to be done in order to try to turn a dissatisfied customer into a loyal satisfied customer.

  CRN Making The Most Of Your Mistakes

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How To Sell To Top Execs - In 6 Easy Steps

Wednesday, April 10, 2013

Common wisdom in sales dictates that the higher up the ladder you can go, the more return you’ll see on your investment. But the boardroom door only opens to those with a handle on executive etiquette, and insight into the mindset beneath it.

In this post Geoffrey James reveals the strategy (in six steps) best calculated to serve as a master key to successful C-level access. At its simplest, the strategy is no different to any other sales strategy: know your target market, how they think, what they want, and where their hot buttons are located. The part that needs most careful preparation is in providing what the executive wants and expects for the organisation or section he heads, and what he wants to hear from the perspective of his own personal, unstated agenda. Unless a salesman can successfully navigate both challenges at once, he will quickly be reacquainted with the door he entered by.

How to Sell to Top Execs - in 6 Easy Steps ...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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    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
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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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    Mailguard – Sales & Marketing Director
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    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
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    Westcon – General Manager, ANZ