Tag: Ancillary

The only thing that is certain in the channel is change. Because of this it is important to be across the changes and trends that are taking place in the channel as they happen. This however is easier said than done. When you are so engaged in the day to day happenings of your job … Continued

If you are a sales person, you know it can take a hell of a lot of work to get to the point of securing a demo with a potential customer. So once your demo is booked, the last thing you want to do is to lose a potential deal with a poor demonstration. So … Continued

If you’ve ever attended Channel Dynamics sales training, you’ve probably heard us talk about the ideal sales proposal structure, and the importance of presenting your proposals in person. Our experience has shown that your close rate increases exponentially when you present you proposals in person (even if it is via a video conference call). So we’re … Continued

Money invested in the channel by vendors is an important and sometimes contentious topic. Investment must occur in order for the channel to be successful however it needs to be spent wisely, maximising the return on the channel investment. So the obvious (and age old) question is, how do you ensure that the money you … Continued

If you have not already heard about the ARN EDGE event it is time you did! EDGE is the leading annual destination channel conference for Australia and New Zealand, bringing together both sides of the Tasman in a collaborative and educational environment. EDGE 2017 will host more than 250 high-level A/NZ ICT industry executives, through an action … Continued

Digital Transformation is a phrase that we are hearing more and more of, not only in the IT Industry, but in the business world in general. Businesses are undergoing digital transformation across almost all industries and for most, this is a process that they have to go through in order to stay competitive, current and … Continued

We often talk about the customer experience and how important a positive customer experience is for a partner’s success. What we don’t often discuss though is the partner experience, which is highly important for vendor success. Diane Krakora from Partner Path quotes recent research indicating that not only is the Partner experience critical for vendors, … Continued

There are lots of reasons as to why we can get stale at work. It could be related to people, it could be because you are not challenged or have not changed roles in a long time. Whatever the reason you can rest assured it happens to almost all of us at one point or … Continued

Cam Wayland recently participated in an ARN roundtable discussion with a variety of vendors to explore the Security Spectrum and where the channel can really play a role. The discussions that were held were informative and productive in fleshing out what the security market and issues are looking like for 2017 and beyond. It seems … Continued

Margaret Heffernan is a well know ‘Management Thinker’. She has been the CEO of 5 different organisations and has a wealth of experience when it comes to the management, success and productivity of teams. In this TED talk Margaret looks at the concept of the ‘star performer’ and how the general assumption is that the … Continued