Channel News

Not Being a Trusted Advisor Can Be an Advantage

Thursday, October 04, 2018

Author: Cam Wayland

This month I am continuing on from Moheb’s feature article in our August newsletter, that explained the four traits of being a trusted advisor. I am going to start by making a controversial comment and suggest that being a trusted advisor should NOT necessarily be the primary goal for every Channel Account Manager (CAM), and certainly not for every partner they manage.

This is not just to avoid using a cliched “meeting bingo” phrase, but more importantly because it will improve the account manager’s overall productivity and general territory management by not trying to achieve this status with every partner they manage. The result of this being an increase in their chances of making their sales target. There are several ways this happens - let me explain. ...Read More


Announcing our new ONLINE Dynamic Channel Sales e-Learning Training Course

Tuesday, September 25, 2018

Channel Dynamics is proud and excited to announce the launch of our self-paced online Dynamic Channel Sales e-Learning Training Course. Based on our very successful 2-day instructor led workshops, this course is perfect for anyone who wants to improve their channel management and/or channel sales skills, but is unable to attend a workshop in person. It covers the most popular lessons from the workshops, but delivers them in a format suitable for online consumption.

Whether you're new to the channel and want to get a better understanding of how to build high performance channel, or you're based in a remote location and can't get to our face-to-face workshops, or you've attended our workshop previously and want a refresher, this e-Learning Course is for you. And of course, if you are a manager who has already put your team on our instructor-led workshop, this is a great way to bring new employees up to speed with the rest of the team.
 ...Read More


Hidden Cloud Growth Opportunities for Service Providers

Tuesday, September 18, 2018

For what feels like a long time now all we have heard about in the channel is the cloud, how it has disrupted our marketplace, that you must evolve your business with the arrival of cloud, or risk becoming obsolete and the opportunities it brings for vendors and partners alike. You know the next leap in the adoption curve is coming when you see articles like this one released by gartner, around the opportunities that the next phase of cloud brings to our market.

It is always a good idea to be a step ahead of the competition and this article provides some great insights into areas of growth for cloud based services. These centre around consultative services for cloud migration, selection and optimisation services (to name a few) as customers start to fine tune their cloud solutions, looking closely at which applications and workloads they have in the cloud and which cloud solutions are the best fit for their organisation. Be sure to read the article in full, it just might help you add to the list of cloud services you offer your customers. 

 ...Read More


CompTIA Community Events

Thursday, September 13, 2018

CompTIA have great things planned for the channel community over the coming weeks to round out 2018. We have a Webinar on October 17th, a Community Meeting on November 14th in Sydney and a Meetup in Melbourne on November 13th. All great events that we are sure you will benefit from attending. ...Read More


The Four Traits of a Trusted Advisor

Thursday, August 02, 2018

Author: Moheb Moses

If I had to pick my most annoying phrase right now, it would be “Trusted Advisor”. Greatly overused, often misrepresented, and largely misunderstood, those two words are now well and truly entrenched in the “Meeting Bingo” category - they seem to get bandied about without any particular definition or consideration.

But while I may hate the use of the phrase, I absolutely believe in its intent, which is to be an organisation where customers seek your advice, and trust it enough to act on it rather than shop you around. And what's more, I believe there are four attributes which define what Trusted Advisor status means.
 ...Read More


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