New Member of the Channel Dynamics Team!

We are very pleased to announce that David (Dave) Everitt has joined the Channel Dynamics team as Associate Director. Dave brings a strong background of engineering, product management and marketing leadership, alongside significant channel and partner management experience in the EMEA region.

See Dave's profile on the 'Meet the Team' page for more information.

Welcome to CDL Dave!

Did you miss lunch with Tim Barnsley?

If you weren't able to participate in the latest webinar by Modern Selling on Wednesday 16th November in which Tim gave a perspective on how to effectively and professionally address the question:

How do we "recruit" and then "motivate" vast armies of sales people who don't even work for our company?

You can listen to a recording of the event and see the slides presented by visiting the Modern Selling web site here:

The Suppliers Tale

Latest News from CDL and the World of Technology Alliances

New Book from Geoffrey Moore - 'Escape Velocity' - Published Sept.6th 2011

"Market transitions wait for no one." - John Chambers, CEO Cisco.

Our friend, colleague and mentor for many years, Geoffrey Moore, founder of the Chasm Group and publisher of the most influential books on high tech marketing including 'Crossing the Chasm', 'Inside the Tornado' and 'Dealing with Darwin', releases his latest work 'Escape Velocity' today, September 6th 2011.

In Escape Velocity, Geoffrey advises twenty-first century enterprises how to overcome the pull of the past and re-orient their organisations to meet a new era of competition. He connects the dots between bold strategies and effective execution, with an action plan that elucidates the link between senior executives and every other branch of a company. As with all of Geoffrey's books this is a well structured and easy read that crystallises the key issues facing companies at all stages of their evolution and prompts clarity of thought in managers planning the next stage of their company's life. For any company aiming for the pinnacle of business success, Escape Velocity is an indispensable roadmap to the top.

His key prescription is that companies need to focus less on measuring performance and more on learning how to use the various levers of power. His Hierarchy of Powers comprises Category Power, Company Power, Market Power, Offer Power and Execution Power. Each is treated in great depth in the new book.

Channel Dynamics has been the partner for Geoffrey Moore's Chasm Group in Europe for well over a decade and we were honoured to have been given the opportunity to preview this latest book over the past few months. We are already incorporating its insight into our work with clients.

As John Chambers said: "Market transitions wait for no one."

And as Geoffrey states in the book:

'Not for your customers. Not for your partners. Not for your competitors. And not for you. When the time comes, that sets the time. And just like when you were a kid playing hide and seek, there's a voice that comes out of nowhere calling, "Ready or not, here I come!"'

Channel Dynamics can help you prepare for the challenges of the new economy and the new routes to market which they are sure to impose.

Escape Velocity is published by HarperBusiness and is available from the usual booksellers ISBN: 9780062040893; ISBN10: 0062040898; Imprint: HarperBusiness ; On Sale: 6/9/2011; Format: Hardcover; RRP $27.99 in the USA or £18.99 in the UK

CDL Survey: Alliance Effectiveness in the UK ICT Industry

Alliance programmes yield notoriously unpredictable (usually disappointing) results and there is no consensus on the root cause of the under-performance.

In our work with many companies engaged in alliance partnerships, we have found considerable variations in effectiveness and perceived success levels.

We think it is time to collect better benchmark data on ICT alliance partnerships in order to support alliance development. The purpose of this survey, therefore, is to build some references of the key drivers of success and failure. We invite you to distinguish cause from effect and symptom from underlying condition.

We have mailed this survey to our database of clients and contacts, however we are interested in a wider cross-section of views - so if you are involved in any way with the development and management of alliances in any part of the technology industries and would like to participate, please just contact us and we'll be pleased to provide you with a link to the survey.

UPDATE: The Survey has now closed - with some interesting results! If you would like to receive a short summary of the results please email us at marketing@channeldynamics.com or give us a call on +44 (0)1494 730080