Community Meeting #5 Practical ideas to grow your sales in 2017

Transcription

1 Community Meeting #5 Practical ideas to grow your sales in 2017 Sydney - 9 November 2016

2 CompTIA Overview & Community Update Grant Cleary APAC Senior Marketing Manager, DocuSign / Executive Council, CompTIA ANZ Channel Community

3 CompTIA Anti-Trust Statement comptia.org/antitrust CompTIA has a policy of strict compliance with federal and state anti-trust laws. You agree to avoid discussing certain topics that could result in an unreasonable restraint of trade while participating at any CompTIA events or activities.

4 Agenda 2:00 2:30 3:15 4:00 4:45 Welcome, Introduction, CompTIA update Grant Cleary - APAC Senior Marketing Mgr, DocuSign / EC, ANZ Channel Community Changing The Customer Conversation To Accelerate Profitable Revenue Growth Tony Hughes - RSVPselling Pty Ltd Complete the Industry Roadmap Moheb Moses - Director, Channel Dynamics / Director, ANZ Channel Community How to make a Success of Marketing with Content Melanie Unwin - Director & Co-Founder, Mogrify The 7 Secrets of Social Selling - How to find new customers without cold calling Mark McInnes - Ranked the # 1 Australian Social Seller on LinkedIn 5:30 Wrap-up and suggestions for next meeting 5:45 Networking reception & Christmas Party

5 Prizes for Participating Social Media Contest Send Tweets to your Network about the Meeting Remember to use Please attach photos Prizes for Best post, Most posts, and Most engaged during meeting Copyright (c) 2014 CompTIA Properties, LLC. All Rights Reserved. CompTIA.org

6 Table Introductions Name Title Company Why did you get into IT?

7 Who is CompTIA? Global, Not for Profit, IT Industry Trade Association Made up of: Solution Providers/MSPs Vendors Distributors Channel Associates ANZ 1,400+ Registered Users 125 Premier Members (companies) 90+ Countries 98,000+ Registered Users 2,000+ Premier Members (companies)

8 What does CompTIA do? Networking Education Thought Leadership Certification Advocacy Philanthropy 8

9 What is the ANZ Channel Community? Vendor-neutral association for the ANZ channel Networking, Education, Make a difference Improve ourselves, our businesses, our industry Your Role: Teach, and learn from, peers Participate and contribute Shape the future of the industry

10 CompTIA Communities CompTIA Communities are the foundation of the Association s initiatives, programs, education and research.

11 ANZ Channel Community Activities to Date May 2015 CompTIA ANZ Channel Community launched Web site & Portal go live Late 2015 Aug - First Community Meeting in Sydney Oct - Elected 2016 Executive Council Donated $10K to Young ICT Explorers Feb 2016 Work commences on initiatives: - Dream IT - Localise Legal Resources July 2016 Dream IT launched in ANZ 3 legal resources produced Initiate Industry Roadmap Nov 2016 Renew YICTE contract Complete Industry Roadmap Planning for 2017 initiatives

12 2016 ANZ Channel Executive Council Phil Cameron Director of Vendor Alliances, Westcon-Comstor ANZ Mark Johnston Director of Director, Sales and Services, Avnet Technology Solutions Grant Cleary APAC Senior Marketing Manager Partner and SMB, DocuSign Belinda Jurisic Channel Sales Manager, Citrix Karl Sice Head of Technology Solutions, Staples Australia & NZ Sean Murphy Managing Director, Nexus Nick Verikyos CEO, Distribution Central Moheb Moses Director, Channel Dynamics COMMUNITY DIRECTOR, ANZ CHANNEL COMMUNITY

13 Charity Donation - Young ICT Explorers Non-profit competition in 9 cities across Australia & NZ 1,484 school students submitted ICT related projects (70% up from 2015) Judging assessed on creativity and uniqueness CompTIA members can act as judges, mentors or provide internships Express your interest today on the Sign-up Sheet 13

14 Initiative 1 - Dream IT Encourage girls and women to consider a career in Technology ANZ Dream IT launched in August Materials created AWIT website overhaul How Can You Get Involved? 1. Complete a testimonial 2. Volunteer to be a speaker 3. Connect us with speaking opportunities (schools etc) Express your interest today on the Sign-up Sheet

15 Make Tech Her Story 15

16 Make Tech Her Story 16

17 Initiative 2 - Localise Legal Resources Completed: Managed Services Agreement Managed Services SLA Agreement Quick Start Guide to IT Managed Services Quick Start Guide to Managing a Managed Services Organisation By End of 2017: Back-up and Disaster Recovery Agreement Professional Services (Break/Fix) Agreement

18 2017 Activities 3 Community Meetings March, July and November Smaller Regional Meetings - Melbourne, Brisbane, NZ 3-5 Best of Webinars New initiatives Greater involvement in YICTE

19 Premier Membership Registered User Premier Member Access to Communities, Meetings, Training, Webinars IT industry research reports Educational Quick Start Guides Videos on-demand/white papers/case studies Executive certificate courses, extensive 10-week guides Access to premium research reports Business tools, including HR and legal templates Member to member directory Association voting rights Ability to serve in a community leadership position 50% discount on Trustmarks (excl Trustmark+ programs) 15% discount on CompTIA certifications

20 Become a Premiere Member Solution Provider Membership - US$350 Promo Code: ANZChannel US$250

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22 Changing The Customer Conversation To Accelerate Profitable Revenue Growth Tony Hughes RSVPselling Pty Ltd

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24 Building An Industry Roadmap To Navigate Change Moheb Moses Director, Channel Dynamics / Director, CompTIA ANZ Channel Community

25 ANZ Channel Community Roadmap A short document that captures a community s thinking about changes over the next 2-3 years Trends that are emerging, current and fading Upcoming opportunities, threats and actions Owned and maintained by the community Provides direction for future CompTIA activities

26 Process and Output Working in small groups, community members: Step 1: Step 2: Step 3: Consider elements that are emerging, current, and fading Polish the roadmap data (completed by EC) Create a list of threats, opportunities, actions

27 Industry Roadmap 2

28 Roadmap Worksheet INDUSTRY ROADMAP: STEP 1 - IDENTIFY CHANGES Emerging Current Fading Technologies Services Partnerships Customer Expectations Regulation Industry Pressures The Channel Other

29 Next Steps Step 3: Creating a list of threats, opportunities and actions

30 Roadmap Worksheet INDUSTRY ROADMAP: STEP 3 - CREATE LIST OF THREATS, OPPORUNITIES AND ACTIONS Potential Threats Potential Opportunities Possible Actions

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32 Process Threats Opportunities Actions 3 independent Groups - G1, G2, G3 Each Group has 3 Teams - T1, T2, T3 Teams are allocated a topic for 10 min T1 - Threats T2 - Opportunities T3 - Actions Teams rotate to new topic for 5 mins T1 - Opportunities T2 - Actions T3 - Threats Teams rotate one more time for last topic Teams combine to pick Group representative Group rep presents findings (5 mins)

33 Process Group 1 Team 1 Team 2 Team 3 Group 2 Team 1 Team 2 Team 3 Group 3 Team 1 Team 2 Team 3 3

34 How to make a Success of Marketing with Content Melanie Unwin Director & Co-Founder, Mogrify

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36 The 7 Secrets of Social selling, how to find new customers without cold calling Mark McInnes Ranked the # 1 Australian Social Seller on LinkedIn

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38 2017 Executive Council Moheb Moses Director, Channel Dynamics / Director, CompTIA ANZ Channel Community

39 Election Process What we re NOT going to do! 3

40 Election Process Determine EC size for 2017 (agreed on 12 members) Call for nominations (extended to 18 November) Candidates must be Vendor/Disti/Sol n Provider/MSP Premier Members Hold election for EC positions (Premier Members receive a ballot via ) Finalise the number of open EC positions Count votes and determine new EC members Ratify the New EC 4

41 Current Nomination Submissions Craig Allen Kaseya Technical Director APJ Wayne Collins Rindale APAC Reginal Director APAC Shelly Duncan Qirx ANZ Channel Manager Daniel Johns ASI Solutions Director of Technical Services Salim Karim IT Futures General Manager Simran Kaur Datto Marketing Manager, APAC Martin Milthorpe Dell EMC National Partner Sales Manager Craig Somerville Somerville Group Managing Director Emma Tomlin Microsoft Strategic Market Development Manager Don Williams Veeam Software VP Australia and New Zealand 4

42 Community Meeting #5 Grant Cleary APAC Senior Marketing Manager, DocuSign

43 What to Do Next..? 1. Suggest a school, or become a Speaker, for Dream IT 2. Nominate for Exec Council (election process commences Sep 2016) 3. Join our LinkedIn Group: CompTIA ANZ Channel Community 4. Promote the ANZ Channel Community on Social Media 5. Join us for our next meeting 6. Invite a colleague to a meeting 4

44 Become a Premiere Member Solution Provider Membership - US$350 Promo Code: ANZChannel US$250 Make the most out of CompTIA Premier Membership! Visit CompTIA On-Demand Webinars and search for the ANZ webinar (15/09/16)

45 Time to relax get to know one another