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Cam Wayland recently participated in ARN’s Partner Profitability roundtable, which fostered spirited discussion around some of the business and profitability issues facing the channel, as well as new profit opportunities going forward. In this article that appeared in ARN, Cam shares his thoughts on how integrators can develop “Financial Fitness” and improve their profitability. http://www.arnnet.com.au/article/355620/consulting_room_financial_fitness_partner_profitability/

Many companies pride themselves on their “Work Hard, Play Hard” attitude. But as I look around, all I seem to see is the “hard work” bit. The economic downturn has resulted in many companies and individuals having to work a lot harder just to achieve the same profits as last year. And for some companies, … Continued

Most people would consider Apple to be one of the world’s best marketing companies. From the market domination of the iPod, to the runaway success of the iPhone, to the ever-increasing hype surrounding the iPad, Apple is certainly never far from the limelight.  But despite Apple’s phenomenal success, Apple’s marketing has always been mediocre (at … Continued

Those of you who have read some of our past articles would know that we believe that a key attribute of great Account Managers is their Presentation and Communication Skills. Whether you are a Channel Account Manager selling to partners, or a Reseller selling to end-users, your ability to deliver a compelling and articulate message … Continued

ARN & Microsoft hosted the “Selling for Success” channel breakfast in the main ballroom of The Establishment in Sydney. Fifty partners were treated to a delicious breakfast and presentations from three industry speakers on  technologies and sales strategies for 2010 and beyond. Nadia Cameron (Editor – ARN) talked about trends in the current market, and was … Continued

November marked our 5 Year Anniversary, and to to celebrate this momentous occasion, we hosted a combined Birthday/Christmas party at the spectacular Andrew (Boy) Charlton Pool on the Sydney foreshore, near the Botanical Gardens. We hope you enjoy some of the photos from what turned out to be one the year’s great industry events.

We are often asked by resellers what are we seeing in the market and how can they adapt their business to take advantage of growing trends, especially the rebounding economy and how to take advantage of the post-GFC world. In this article that appeared in ARN, Dean Vaughan shares his thoughts on how integrators can … Continued

One question that often get asked is about why resellers have not truly embraced the concept of SaaS (software as a service) and other “on demand” or annuity models faster. In this article that appeared in CRN, Cam Wayland shows how to survive the transition to annuity models. http://www.crn.com.au/News/155744,five-tips-to-saas-success.aspx

SMB continues to be the most challenging and diverse part of Australia’s corporate spectrum to service. ARN pulled together a panel of industry representatives to discuss how to position security solutions successfully to 5-499 seat organisations in today’s economic climate. Cam Wayland was invited as a 3rd party industry expert to provide his observations and … Continued

The economic downturn is being blamed for a lot of things, not least its impact on customer spending. In the first of ARN’s four-part series on How To Survive The Economic Downturn, Moheb Moses and Cam Wayland share their opinions on ways IT providers can fine tune their sales and marketing strategies to keep winning … Continued