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Are you selling benefits or advantages?
Partner Programmes

Are you selling benefits or advantages?

Channel expert Moheb Moses explains how this terminology can help a salesperson to focus on meeting client's needs rather than pushing a product.

By Moheb Moses • 8 min read • Mon, 5th Nov 2018
The four traits of a 'trusted advisor'
Document Management

The four traits of a 'trusted advisor'

The term 'trusted advisor' has quickly made its way into the buzzword hall of fame. A channel expert explains what it actually means for partners.

By Moheb Moses • 4 min read • Tue, 14th Aug 2018
The problems with partner reward programmes
Partner Programmes

The problems with partner reward programmes

Incentive structures in the ICT industry are driving poor outcomes, with badly designed systems leading to unintended consequences.

By Cam Waylan • 7 min read • Tue, 3rd Jul 2018
How partners can improve profit through operational efficiency
Digital Transformation

How partners can improve profit through operational efficiency

Achieving operational efficiency requires an unflinching examination of how well (or not) operations run today.

By Moheb Moses • 4 min read • Wed, 6th Jun 2018
How to establish and maintain channel alignment
Supply Chain

How to establish and maintain channel alignment

Channel Dynamics offer advice on how to ensure that your organisation stays aligned and relevant in the changing channel landscape.

By Cam Wayland • 5 min read • Thu, 10th May 2018
6 tips for partners who want to get their vendor's attention
Partner Programmes

6 tips for partners who want to get their vendor's attention

Channel Dynamics channel marketing specialist Tamara Hodkinson gives partners a crash course in being noticed and getting what they need to grow.

By Ben Moore • 6 min read • Tue, 1st May 2018
Channel urged to work together on change - and view it as an opportunity
Unified Communications

Channel urged to work together on change - and view it as an opportunity

CompTIA channel members members have been told to view change as an opportunity but work collectively to ensure a strong outcome.

By Heather Wright • 2 min read • Thu, 28th Jul 2016
CompTIA: Channel collaboration needed for success
Unified Communications

CompTIA: Channel collaboration needed for success

CompTIA is calling on the local channel to collaborate and share insights and intelligence in order to drive the channel - and IT - forward.

By Heather Wright • 2 min read • Fri, 21st Aug 2015
Change to the fore at first CompTIA ANZ Channel Community meeting
CompTIA

Change to the fore at first CompTIA ANZ Channel Community meeting

CompTIA's first ANZ Channel Community meeting will Channel Dynamics' Moheb Moses and Finsure's John Kolenda on the changing tech landscape.

By Heather Wright • 1 min read • Thu, 6th Aug 2015
CompTIA channel community launches in ANZ
Data Analytics

CompTIA channel community launches in ANZ

CompTIA has launched a group dedicated to technology resellers, solution providers, distributors, vendors and channel associates based in ANZ.

By Catherine Knowles • 2 min read • Wed, 10th Jun 2015
Growing Connector Systems appoints Aus GM
Connector Systems

Growing Connector Systems appoints Aus GM

Value-added distributor makes in-house promotion to the general manager of Australia role, as well as two Sydney-based appointments.

By Staff Writer • 2 min read • Fri, 8th Mar 2013