Channel Consulting and Training

Founded by Cam Wayland in 2004, Strategy & Change is focused on assisting vendors, distributors and SMB to mid sized B2B partner enterprises in the ICT industry formulate, build and articulate business strategies that can move from a whiteboard to field sales and marketing executable activities associated with meaningful metrics.
Over the past 20 years Cam who co-founded Channel Dynamics, has worked with leading vendors, distributors and selected solution providers including Google, NetApp, Aruba/HPE, Veeam, Veritas, Adobe, Brother, Kaseya, FireEye, Mimecast, Telstra, Dicker Data, Ingram Micro etc to improve their channel model, programs and channel strategy.

“If you fail to plan, you are planning to fail!”

Benjamin Franklin

Cam specialises in channel strategy consulting, developing channel performance metrics, account and territory planning, optimising channel structures, distribution logistics and channel operational reviews.
The consulting work is frequently complemented with follow up channel training or professional development programs for Partner Account Managers to be able to execute the new channel strategy.

Today, this often includes a focus on the business transition challenges for vendors, solution providers and distributors, of moving from “perpetual” or capex style selling to XaaS or recurring revenue business models with attached professional services, driven primarily by cloud computing and the growth of Managed Services Providers or MSPs.

What Our Clients Say

Strategy and Change helped us navigate complex transitions, providing clear, actionable strategies that led to a significant performance boost.