Usually a Vendor’s primary focus is revenue growth. Channel partners however tend to be primarily focused on measures such as profit and cash flow. These differences are important considerations for vendors and partners alike when considering a partnership strategy. While all businesses are looking to ensure they are profitable, this simple “rule of thumb” business … Continued
Over the last few months there has been much written about the impact COVID-19 is having on employment, business, social activities, sport, etc… most of it negative. This month I wanted to share some thoughts and examples of how the pandemic has had positive effects on the ICT industry and the people that work within … Continued
Last month I wrote about how Channel Sales will change in what many are calling the new normal. And like people who progresses through the 7 stages of grief after a loss, so too is our industry progressing through the loss of “the way things were” and learning to accept and adapt. The real indicator … Continued
This week we start to see easing of coronavirus restrictions with pubs and clubs joining cafes and restaurants in allowing patrons back in to dine. That means we’re not far away from being able to meet with our partners and customers in person again. But just because we can, that doesn’t mean we will. While … Continued
In late April, Channel Dynamics contributed to a global channel survey, coordinated by our US based alliance partner – The Channel Company, by interviewing local Solution Providers/MSPs to get their insights from an ANZ perspective. The aim of the survey was to talk to customer facing solution providers of all sizes to see how COVID-19 … Continued
If you are a vendor, you probably have a partner program to manage your partners. What’s interesting though is how many vendors talk about how much the industry and partners have changed over the last few years, and yet they continue to manage those partners using an outdated program design created 20 years ago. What … Continued
When vendors talk to us about channels, they typically mean resellers, MSPs, distributors, integrators, consultants, and occasionally agents. But every once in a while, a vendor asks us about building an Alliance channel, or making their existing Alliances work. What makes Alliance partners more difficult than a traditional channel, is that they typically don’t make … Continued
2019 has been a very interesting year for the channel and the IT industry… channel sales has developed and transformed, the partner ecosystem became more more complex, 5G started to make its presence felt, and we said farewell to a much loved and respected friend and colleague, Alex Lopez. We have compiled a list below … Continued
This year we introduced Three NEW Channel Skills Courses around Channel Management, Presentation Skills and Negotiation. These two-day public workshops have been a great success and are proving valuable to those new to the channel and more experienced channel members. They all have limited numbers with a maximum of 8-10 people, providing an intimate learning … Continued
This month marks the 15th anniversary of Channel Dynamics. When we started this business in 2004, we didn’t realise how radically the channel would change over that time, nor how much we would have to adapt to remain relevant to our clients. As the industry has matured, so too has the need for vendors, distributors … Continued
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