Whether you are a partner (ie. VAR, MSP, SI, etc) selling to end-users, or a vendor promoting your technology to the channel, are you selling genuine benefits or simply selling advantages? More importantly, do you know the difference, and the enormous impact this has in helping you close business? In this article, we look at … Continued
While it is great to go into detail around leadership strategies and what you need to do in order to be an effective/strong/well liked/smart (the list can go on forever) leader, sometimes it is helpful to simply read a list of things you can change immediately for immediate results. Being a great leader takes hard … Continued
The absolute truth when it comes to most things in life is that the only constant is change. Technology evolves at an incredible rate and as a result customer needs and demands change. Being agile enough to respond to these needs is key to success. Being at the forefront of these changes and possibly slightly … Continued
While the year end is barrelling towards us and we all start turning our attention to the Christmas rush, CompTIA still have their last two Community events for 2018 to come. Given the success of our last Meetup held in July, we are running another one in Melbourne on November 13 again at WeWork on … Continued
This month I am continuing on from Moheb’s feature article in our August newsletter, that explained the four traits of being a trusted advisor. I am going to start by making a controversial comment and suggest that being a trusted advisor should NOT necessarily be the primary goal for every Channel Account Manager (CAM), and certainly … Continued
Channel Dynamics is proud and excited to announce the launch of our self-paced online Dynamic Channel Sales e-Learning Training Course. Based on our very successful 2-day instructor led workshops, this course is perfect for anyone who wants to improve their channel management and/or channel sales skills, but is unable to attend a workshop in person. It covers … Continued
For what feels like a long time now all we have heard about in the channel is the cloud, how it has disrupted our marketplace, that you must evolve your business with the arrival of cloud, or risk becoming obsolete and the opportunities it brings for vendors and partners alike. You know the next leap … Continued
CompTIA have great things planned for the channel community over the coming weeks to round out 2018. We have a Webinar on October 17th, a Community Meeting on November 14th in Sydney and a Meetup in Melbourne on November 13th. All great events that we are sure you will benefit from attending. The webinar topic is … Continued
If I had to pick my most annoying phrase right now, it would be “Trusted Advisor”. Greatly overused, often misrepresented, and largely misunderstood, those two words are now well and truly entrenched in the “Meeting Bingo” category – they seem to get bandied about without any particular definition or consideration. But while I may hate … Continued
Today there are a significant number of partners in the market that made the leap to becoming Managed Service Partners (MSPs) and have been running successfully for some time. While we have seen so much about what a services business model needs to do to be successful, nothing is more powerful than hearing from successful … Continued
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