Building Successful Partner Channels: in the software industry
| Author | : | |
| Rating | : | 4.19 (625 Votes) |
| Asin | : | 8793116160 |
| Format Type | : | paperback |
| Number of Pages | : | 210 Pages |
| Publish Date | : | 2016-08-25 |
| Language | : | English |
DESCRIPTION:
The book concludes that our partner program will change substantially as we move from early stage channel building to the mature mode where most of our revenue comes from existing channel partners.The book describes the process for channel partner recruitment, and concludes that the initial process is very similar to the process of hiring top performing sales people. Channel partner recruitment is therefore initially a long process requiring substantial investments.The dynamics of channel partner recruitment changes as we move from the early mode channel development stage to the mature stage and the book recommends that we should recruit as many channel partners as we possibly can. "Building Successful Partner Channels" is a book laying out the roadmap for achieving global market leadership through independent channel partners in the software industry.The book applies the business model and business model environment frameworks developed by Alexander Osterwalder and Yves Pigneur and concludes that taking the indirect route to market adds an additional layer of complexity to our business model as we leave the control of finding, winning, making, keeping and growing happy customers to third parties.The book explains that the direct and the indirect go-to-market approach are not options we can choose freely between, independent of the nature of our business model and business model environments and it discusses when the indirect go-to-market approach is applicable a
The book helps sales and marketing executives understand how to work in concert to achieve global market leadership through the indirect-channel approach." Toke Kruse, Founder and CEO at Billy, San Francisco, USA . "When Microsoft acquired Navision there is no doubt that the price they paid was heavily influenced by the value of our channel partner ecosystem. I'd highly recommend this book to anyone searching for the route to global market leadership in the software industry." - Yusuf Soner, School of Management at the Sabanci University, Turkey"Building Successful Partner Channels provides a powerful, practical approach to building a strong network of independent channel partners, so as to optimize sales and marketing activities. However, it is rarely achieved. I can think of no one better suited than Hans Peter to write a book with the title Build
More Than Just a How To Guide To me this book was much more than just a "how to" for building partner channels. It's about how to grow and scale for software companies. What some companies do to grow to get to one stage isn't what will allow them to grow to the next stage. The book has started a large discussion in my company on who we are, what is our model and how do we grow to the next stage. It was a vital discussion that needed to happen and can only help the company now.That said, the "how to" parts, if you create a partner channel strategy, are incredibly helpful and insightful as well. It's just that instead of throwing them at you and telling you th. The book all channel leader should read This book is a great guide for anyone facing the challenge of starting and building a channel business, even if you have extensive knowledge in that area or you already have a channel you manage, the book pushes you to look at things from a different perspective. The book is well written, simple and easy to navigate and at the same time illustrative and actionable. I would recommend this book to anyone either running a channel or in the midst of creating one, especially in the It industry. I love that Hans writes this book about the topic and does not spent too much time on fancy text, stating the same things as many business bo. Thumbs up! Fantastic! Hans-Peter does a great job outlining the whys and hows of an indirect channel strategy. I found this book helpful for restructuring our channel strategy in one business line and the creation of a new channel of indirect partners. I would highly recommend this to anyone looking to learn more about the indirect channel strategy.