Featured
Blogs
Attaining a Security SPD
In the second article in our Security SPD series, Michael Brooke offers tips to help partners gain the insight track from start to finish.
The Art of Customer Engagement
Strong customer engagement is key for every technology service partner. In the latest episode of the High-Performance Partner Podcast, Dr. Joseph Sweeney chats with his guests about how they address the changing needs of their customers, position on value, earn trust and build lasting relationships.
Steve Smith
Auckland Manager, Advantage NZ
Jitender Kumar
Senior Business Analyst, Dynamics Square
Ben Corbett
Business Development Director, Blackbird IT
Joel Ramirez
Commerical Director, Crayon, APAC
Collaboration is key to meeting expectations.
All guests agree that client engagement has evolved significantly in recent years. According to Steve Smith, clients no longer want a ‘black box’ solution but want to work with partners that understand their business, its unique challenges, and know how to align technology solutions to their growth objectives.
There was also general consensus that very few partners can be all things for all customers. Our guests discuss where partner-to-partner engagements help them to remain responsive to customer needs, and how the collaborative dynamic between service providers and customers changes with the use of low-code/no-code platforms.
With increased complexity and with the increased variety of solutions, collaboration is inevitable and required.
Ben Corbett
Positioning value over price.
Navigating cost-sensitivity and price-driven procurement practices is a common challenge for partners. Dr. Sweeney taps into the strategies that his guests use to shift gears in these scenarios. Jitender offers some great practical insight to why Dynamics Square invests in understanding the customers industry, business processes and market competitors, and how this supports value-focused customer conversations.
It's a real test of agility and creativity when it comes to price-driven procurement decisions in client engagement.
Jitender Kumar
Adapting sales techniques.
Customers have become more strategic and outcomes oriented when it comes to technology investments. Dr. Sweeney explores how this influences the ability of partners to win incremental growth through cross-selling and upselling sales motions.
Jitender, Ben, Steve and Joel share their thoughts on how to take a consultative approach to sales, why a focus on adding long-term, strategic value to customers leads to new opportunities, and how to avoid falling into the transactional hard-sell trap.
When you have a strong client relationship and you've built that trust over time, you'll always be included in the opportunity to deliver solutions.
Steve Smith
Get the full podcast episode
View the full podcast here or download and save the audio file to your mobile playlists.
If you missed the first episode, tune in here and don’t forget to subscribe for updates when each new episode drops!
Podcast Host, Dr. Joseph Sweeney
Dr. Sweeney is a principal advisor and industry analyst at IBRS. He is a recognised thought leader in Future of Work, digital innovation, workforce transformation, and organisational change strategy. His fields of expertise include Microsoft, Google, AWS, VMware and Citrix.
About the High-Performance Partner Podcast
The High-Performance Partner podcast is dedicated to the business of being a partner in the cloud technology solutions and services channel. It is an eight-episode series featuring interviews with partners from across Australia, New Zealand and South-East Asia, Crayon executives and external subject matter experts.
The series is hosted by Dr. Joseph Sweeney and produced by IBRS in partnership with Crayon’s APAC channel organisation.
About IBRS
Formed in 2002, IBRS is an industry analysis and advisory services firm with a broad client base across all industries. Through its advisory, assurance and consulting practices, clients engage with IBRS advisors to address contemporary topics, challenges, opportunities and strategies for business growth and sustainability across multiple sectors. IBRS services offer a high-touch, practical approach to consultancy and advisory across digital and ICT strategy development, IT governance, security and risk management, market and customer research and insights, data strategies, change management and assurance.
Subscribe Now
Thank you for submitting your details! A member of our team will be in touch soon.
Related
Featured
Blogs
Microsoft Security SPD
In the first of a 3-part series, Michael Brooke explains why the buying signals from the market make Security SPD attainment worth a close look for partners.
Featured
Training
Project Online Retirement
The sun is setting on Microsoft Project Online, with Microsoft announcing it will be fully retired on September 30, 2026. Get the need-to-know information to plan for this change and position alternatives with your customers.
Featured
Press Release
Nitro Partner Awards 2026: Crayon earns multiple honours
Crayon wins 2026 Nitro APAC Reseller of the Year, with team leaders honoured for supporting partners and accelerating digital document adoption.
Featured
Press Release
CRN Asia Channel Leaders
Crayon's Warren Nolan and Harith Ramotheram have earned recognition in the 2026 CRN Asia Channel Leaders list for driving partner growth and innovation in our region.
Featured
Blogs
Copilot for All
Learn how Microsoft’s strategic Copilot for All framework combines with Crayon’s inhouse AI expertise to drive practice development and revenue growth for partners.
Featured
On Demand Webinars
Data Protection Webinar
Watch the on‑demand webinar on turning data risk into revenue. Learn how partners use data protection maturity models to drive recurring revenue and customer trust.
Featured
On Demand Webinars
Accelerate Your Security Practice with Microsoft SPD
Join our team for a business and technical deep dive into the Microsoft Security SPD and why attaining it is great for business.
Business
AvePoint Partner onboarding content
AvePoint Partner onboarding content packs are now available from Crayon to help fast track confidence and success for your team.
On Demand Webinars
Copilot Partners: Unlock your opportunities
Our latest On-Demand webinar provides a practical, execution focused walk through the full Copilot partner journey, from early adoption to advanced scenarios.
Featured
Training
Modern Work Solution Partner Designations Webinar
In our latest webinar, our in-house Modern Work experts Jye Wong and Ksenia Turner will run you through a practical refresher on Solution Partner Designations; what they are, why they matter and how to get started.
Featured
Guides and eBooks
Data Protection Playbook #3
As SMBs mature in the Data Protection lifecycle, they need help to optimise spend, reduce the compliance burden and ensure results align to business objectives. The third installment of our Data Protection Playbook series provides practical guidance for partners on how to address emerging pressure and connect ongoing investment to measurable business value.
Featured
Training
Copilot Agents: Level up from chatbots
Copilot Agents: what are they and how do they differ from AI assistants and chatbots? Our in-house Copilot expert Ksenia Turner explains the use cases and service opportunities for partners.
Featured
Blogs
Proving Data Protection Compliance
Fragmented data protection systems and processes create compliance proof-gaps for SMB customers. Scott Hagenus, Director, Cybersecurity here at Crayon explains.
Featured
Guides and eBooks
Data Protection Playbook #2
How can partners help their SMB customers to move from silos of security and continuity to a more cohesive, measurable and insurable data protection framework? The second edition in our Data Protection Playbook series maps out their journey, and yours.
Blogs
Data Protection Partner Playbooks for SMB Customers
As cybersecurity and continuity converge in platforms and in practice, partners need new playbooks to address modern Data Protection standards. Our in-house cybersecurity pre-sales lead, Michael Brooke explains why.
Featured
Insights
Data Protection Resource Round-Up
Data Protection priorities are shifting for SMBs. Ramp up your ability to respond with curated insights, articles and resources to help you guide every customer conversation with confidence.
Featured
Insights
M365 Copilot Hub
All the latest insights, articles and resources on M365 Copilot, curated into one place.
Featured
Partner Spotlight
Crayon Expertise: Why Bigfish is hooked
Bigfish Technology saved AU$20,000 on its annual Microsoft licensing after one call with Crayon and has since built a strong partnership that enabled Bigfish to get access to Crayon’s expertise and vendor ecosystem.
Featured
Blogs
Data Protection for SMBs
From rethinking backup to governance frameworks and behavioural analytics, what's involved in building a complete Data Protection strategy for SMB customers?
Featured
Insights
Microsoft’s Channel Evolution
We explore the evolution of Microsoft's channel strategy over the past ten years, and what can be learned by viewing it through a Value Cycle lens.
Guides and eBooks
The Microsoft Fabric Partner Guide
The Microsoft Fabric Partner Guide curates our recent articles, videos and resources to accelerate Crayon partner learning.
Research Reports
The Future of Operations 2023
The Future of Operations 2023 is an APAC wide study of small to medium sized businesses. It covers outcomes from cloud adoption, intent to invest and what businesses want from their technology service providers.
Podcast
Building High-Performance Businesses
Is high-performance more than just a buzzword? Find out as Dr. Joe explores the importance and impact of internal culture with his guests.
Featured
Guides and eBooks
The Data Operatives Field Guide
Mission essentials for winning data protection business in education, healthcare, retail and manufacturing.
Guides and eBooks
Cyber Operatives Field Guide
Partners, get your Bond on! Our Cyber Operatives Field Guide breaks down five cybersecurity missions to foil would-be cybercriminals.
Podcast
New Podcast Series: High-Performance Partners
Join Dr. Joseph Sweeney of IBRS as he interviews APAC partners about the strategies, methodologies, and behaviours that underpin their success.
Insights
Connect Cloud ERP, Business Process Automation and AI for MSP growth.
A recent study of small to medium sized businesses (SMBs) across the Asia Pacific region signals a sweet spot for partners that can connect Cloud ERP, Business Process Automation and AI.
Podcast
Crayon Cyber Chat: The Journey to Cyber Resilience
Cybersecurity experts from Crayon, SMX and Red Sift cover the realities of the complex threat landscape and how partners can respond.
