Category: Uncategorised

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 … Continued

ARN recently held the leading partner summit for the ANZ region – EDGE 2017 – on Hamilton Island, which hosted more than 300 of the industry’s most influential figures. Moheb was one of the key note speakers at this event, which was focused on the future, and what it holds for the Channel and those that work … Continued

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 … Continued

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 … Continued

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 … Continued

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 … Continued

Money invested in the channel by vendors is an important and sometimes contentious topic. Investment must occur in order for the channel to be successful however it needs to be spent wisely, maximising the return on the channel investment. So the obvious (and age old) question is, how do you ensure that the money you … Continued

If you have not already heard about the ARN EDGE event it is time you did! EDGE is the leading annual destination channel conference for Australia and New Zealand, bringing together both sides of the Tasman in a collaborative and educational environment. EDGE 2017 will host more than 250 high-level A/NZ ICT industry executives, through an action … Continued

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 … Continued

We often talk about the customer experience and how important a positive customer experience is for a partner’s success. What we don’t often discuss though is the partner experience, which is highly important for vendor success. Diane Krakora from Partner Path quotes recent research indicating that not only is the Partner experience critical for vendors, … Continued