In many of our workshops, we talk about the importance of building trust with partners. If your partners don’t trust you or feel that you believe in what you’re saying, then your message will be relegated to the big file of unmemorable sales presentations. “Trust is established through congruence — that perfect alignment between what … Continued
The fourth annual ARN IT Industry Awards were announced last night at a glittering event at the Hilton Hotel in Sydney. More than 600 channel identities attended this premier event, hosted by ABC Radio personality and musician, James Valentine. During the night, the crowd was entertained by Australian Idol winner, Stan Walker, who performed outstanding versions … Continued
There are few activities in the world of selling that are more time-consuming (but potentially lucrative) than writing sales proposals. They’re a lot of work, but they’re also the key to winning the big money deals. Therefore, if you’re going to write a sales proposal, you’ve got to do it right, and get it right. … Continued
We often get asked to audit channel programs and incentives, in order to diagnose why channel facing staff or partners are behaving in a certain manner. In many cases, the answer comes down to the way the reward system has been structured. Partners (like staff) will always look for the easiest way to achieve target, … Continued
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
Vendors often measure, profile and segment their partners and distributors based on revenue performance, but rarely do they dig deeper to look beyond the numbers to the driving forces behind the strategy. This article looks at tips to ensure your business is aligned to the right match of distribution partners, and therefore the right reseller … 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
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