The benefits of channel enablement and training when it comes to the channel are clear and undisputed. The more your partners know about how to sell your solutions, the more success you and they will have. The problem is that, as a vendor, it can be very difficult to get your channel partners to complete … Continued
We are often asked by vendors about if (or when) they should conduct a Partner Advisory Council (PAC). The reason for this question is due to the fact that many have had mixed experiences or success with PAC’s in the past. In this article we look at some ideas around how a PAC can work … Continued
We are delighted to announce that CompTIA will be holding their ANZ Community Meeting in Sydney on November 9. With some outstanding speakers and a particularly relevant theme, this is shaping up to be the best meeting of the year! The topic for this community meeting is focused on Practical Ideas to Grow Sales in … Continued
The proliferation of as-a-service offerings has changed the face of the IT channel. In this ARN article, Moheb Moses presents a checklist (based on the recent findings from CompTIA) of the top 6 things you need to do in order to build a profitable MSP business. With so much change taking place in the channel and … Continued
PC world recently published an article from Moheb Moses about the subject of Distribution and where it fits in the future for the IT Channel. The common assumption is that distribution is becoming less relevant to the IT channel due to the many changes that have taken place around technology delivery. With less product to … Continued
Last month I attended CompTIA’s ChannelCon event in Florida. This is an annual event where 1,500 vendors, solution providers/MSPs and distributors come together to network, learn, and discuss issues affecting the industry. It’s also where attendees can sit in on various CompTIA Communities Meetings. One of my favourite sessions over the three days was the … Continued
When it comes to women and making decisions, the common assumption is that women find it harder (and take longer) to make decisions that men. Clearly this is a very general statement but it is a stereotype women have placed on them. It is also a stereotype that can affect a woman’s career path and … Continued
We know that we need to encourage more women into careers in the IT Industry. We also know that women are just as capable when it comes to technology as men. What is more puzzling to us however is where that encouragement comes from. This article has been written by a woman who has forged … Continued
It is no secret that the majority of people holding managerial positions in the workforce are men. While this is something that is certainly starting to change, it seems we still have a way to go before the numbers go anywhere close to equalising. To help give things a boost, there is now empirical evidence … Continued
We are currently working with a range of clients (vendors and distributors) who have business models that are moving to be more Cloud, annuity or XaaS orientated. In working with these clients, our research findings are suggesting that using “traditional” partner engagement used for “perpetual” products will not give partners the skills necessary to successfully … Continued
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