While lots of the focus has been around transitioning business models to the Cloud or a Managed Services model, there has been less discussion around the keys to success once you have made the transition. Several owners of successful Managed Services businesses spoke with Nate Cochrane at CRN to hash out what they believe the … Continued
Business Development can be a tough job, especially if you are working on true green fields (ie. no existing customers). Many organisations bring on new BDMs to increase their sales growth each year, but the problem is that many BDMs don’t always last. Some make it to 6 or 12 months and then they leave … Continued
Author: Moheb Moses You might have seen in the press lately that CompTIA is coming to Australia. You might even have heard that the CompTIA ANZ Channel Community has been officially launched! No doubt, there are also many people who have heard the name, but in conjunction with some form of certification or Trustmark. So … Continued
As you may have already seen in the press, CompTIA, the largest non-profit IT Channel Trade Association in the world, have launched a channel community here in ANZ. This Community is dedicated to local technology resellers, service providers, distributors, vendors and channel associates. It seeks to be the voice of the entire ANZ IT channel … 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
The recent announcement of the 2015 Budget appears to offer some very good news for the IT industry for the first time in a good while. The government has set aside over $250 million to commence its digital transformation, which includes improving on a number of existing initiatives and launching a range of new ones. … Continued
The hottest topic in the IT Channel right now has to be businesses transitioning to the cloud. This is a hugely relevant article focused on companies making this leap to a subscription based revenue model. As the article states, ‘the transition of software from on-premise to the cloud is nothing short of a revolution’ and … Continued
Productivity is a challenge for so many of us. Most of us are constantly looking to be more productive in both our professional and personal lives. We all face the same problem of having only 24 hours in each day. The question is how do we get the most out of those 24 hours? As … 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
The sales process is not often simple. Obtaining sign off on a deal of almost any size requires many meetings and presentations to different people within a business. Sales people spend these meetings proving the value of their solution and specifically how it will help solve a customer’s problems. It is well known that as … Continued
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