Along with being a ‘Trusted Advisor’, we often hear about people or organisations being ‘Thought Leaders’. It is the individual thought leaders that help create the perception of an organisation being thought of a thought leader. If you think about it, you usually assign this label to people that you read content from or hear … Continued
The 10th CompTIA ANZ Channel Community meeting was held in Sydney on July 25th and the very first MeetUp was held in Melbourne on July 24th. Discussion topics at the Sydney meeting centred on cybersecurity as well as emerging opportunities for channel businesses. The guest speaker was Roger Heyes, business information security officer, Equifax A/NZ. … Continued
At present there is a lot in the news about reward and compensation systems driving the wrong behaviour at banks and financial institutions. Luckily the ICT industry is not facing a Royal Commission, but there are certainly some badly designed incentives and discount structures delivering predictably poor outcomes, which we will explore in this month’s … Continued
July is a busy month for CompTIA here in ANZ. Not only are we hosting a Sydney Community meeting on July 25 but we are also holding our first MeetUp in Melbourne on July 24th. For the Sydney meeting we have made some adjustments to our usual format based on feedback from you, our community … Continued
Going hand in hand with sales incentives are KPIs or Key Performance Indicators. I am confident everyone reading has been given a set of KPIs during their working life, all with the goal of driving certain behaviours that help get you to a particular outcome. It seems however that just like sales incentives, under certain … Continued
Incentives are common place among sales teams, used to drive specific behaviours and or sales figures for an organisation. They can however very easily, go very wrong. The Wells Fargo case is a well publicised example of incentives going very wrong with many of the employees and the company paying the price. So how and … Continued
With such a focus on Incentives, KPIs and behaviours this month in our articles, when I stumbled across this recent TED talk by John Doerr, I thought it was too interesting not to share. John discusses the concept of OKRs (objectives and key results), rather than KPIs, and how they are a powerful tool in … Continued
Most channel firms today acknowledge that transforming their business from hardware-centric reselling to a business model that embraces services and recurring revenue is not only the future, but should at this point be the present. There are however, many moving parts involved in the transformation process, notably anything to do with business operations and process … Continued
Most people don’t enjoy receiving negative feedback, whether it’s about themselves, their organisation or their team. Yet everybody enjoys being successful. The problem is that the negative feedback can offer information that will enable you to achieve a higher level of success. It could be said that negative feedback can be both constructive and highly … Continued
Vendors have a lot to do when it comes to managing their partners successfully. There are many metrics to track and many partners to do this for. The reality is that there are not enough hours in the day to track every aspect of a partners performance and engagement. In addition to this, the partners … Continued
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