As you may be aware, Channel Dynamics has been assisting the US based Industry Trade Association organisation CompTIA to establish a local ANZ channel community. While CompTIA is best known for its training and education, it also conducts primary research. Today we drill down into the findings from a recent CompTIA survey to understand more … Continued
Author: Ian Maclean Over the last few years, Channel Dynamics has conducted many research projects around understanding problems relating to the partner ecosystem. In many instances, the research highlighted that vendors were not focusing enough on recruiting the right partners, or that partners were being on-boarded in a haphazard manner. In other words, anyone could … Continued
Author: Cam Wayland We are working with a vendor that is transitioning its portfolio of products and partners to be more annuity or XaaS orientated. This includes evaluating their partner enablement material and approach so either existing or new partners could successfully sell the Cloud or XaaS solutions. Our findings suggest that using the same … Continued
Recently we have been working with a number of service providers building out their channel and XaaS offerings. The first part of the process is helping them to clearly define their target customer, and as a result what will be the best type of partner to acquire and service this customer. The second thing we … Continued
I often conduct strategy discussions with vendors who sell through Service Providers, and at some point during the meeting, I’ll ask the question – are Service Providers (ie. Managed Service Providers, Telcos, Cloud providers, etc) your Customer or your Partner? The answer is usually something like “well sometimes they’re customers and sometimes they’re partners but … Continued
At Channel Dynamics we thrive on helping our customers with whatever their channel or business challenge may be. Anything from strategy consultation and program development all the way through sales and messaging training may be required depending upon the client and their business issue. Cam has recently been featured in ARN in two articles for … Continued
As we pass the 10 year milestone as Channel Dynamics, we couldn’t help but reflect on how our industry has evolved over the last decade. Technology may advance every year (faster in some years than others) but it’s only when we stop and look at it over a period of time that we realise how … Continued
Author: Tamara Hodkinson 10 years really does go by very quickly. So much can happen in that time, like huge leaps in technology or vast changes in the state of the global economy. Yet at the same time so much can stay the same, like some of the social issues we face as a nation, … Continued
It’s the end of the quarter, and we need to make the number. So out come the promos! We’ve all heard them before. “Buy 4, get 1 Free”. “Take 2 months stock, and I’ll give you a discount”. “Drop your margin by a couple of points to help us get this deal, and we’ll owe … Continued
Customer life cycle management is an important issue for every business selling cloud services. Where there was once traditional solution selling around a large capital item followed by install and management, we are now seeing the consumption of IT as a service driven by cloud technologies. Cloud services are usually billed monthly over a fixed … Continued
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