Description: Product Description : Building Successful Partner Channels: in the software industry 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 can think of no one better suited than Hans Peter Bech to write a book with the title Building Successful Partner Channels Preben Damgaard Cofounder and CEO of NavisionPredictable growth and market leadership through independent channel partners are on every software industry CEO and sales executives mind However it is rarely achieved With Building Successful Partner Channels Hans Peter Bech provides a great tactical approach toward reaching this goalTorulf Nilsson Product Executive Visma Retail Oslo NorwayHans Peter Bech has been at the forefront developing indirect channels in the software industry for more than three decades and his track record is impressive Id 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 TurkeyBuilding 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 The book helps senior sales and marketing executives understand how to work in concert to achieve global market leadership through the indirectchannel approach Toke Kruse Founder and CEO at Billy San Francisco USAooOooBuilding 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 partiesThe book explains that the direct and the indirect gotomarket 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 gotomarket approach is applicable and advantageous and when it is not The book concludes that taking the indirect route to market requires that the channel is an integrated element of our product offering and value propositionThe indirect route to global market leadership requires developing and maintaining a channel partner program and the book lists all the elements of this program including the critical channel partner PL model 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 However where we pay staff to perform their duties from the day they join channels partners will have to make substantial investments before they reap the benefits of the cooperation Channel partner recruitment is therefore initially a long process requiring substantial investmentsThe 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 We then let them demonstrate where they belong in the channel pyramid classifying channel partners and the book discusses how we should manage each groupA full chapter is devoted to discuss adopting the indirect channel approach at a later stage after having applied a direct approach first introduces some simple sanity checks to verify if switching is feasible and explains how this switch can be accomplished( it is an used product )
Price: 16.73 USD
Location: Houston, Texas
End Time: 2024-08-10T08:00:23.000Z
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Item Specifics
Restocking Fee: No
Return shipping will be paid by: Buyer
All returns accepted: Returns Accepted
Item must be returned within: 30 Days
Refund will be given as: Money Back
Brand: Tbk Consult APS
UPC: 9788793116160
MPN: black & white illustrations
Model No: black & white illustrations
Country of Origin: USA United States
Net Quantity/Number of Units: 1
Dimensions LxWxH - Cms: 6X0.5X9
ISBN-10: 8793116160
ISBN-13: 9798793116169
SKU: SONG8793116160
No. of Pages: 222
Type: Books
Book Title: Building Successful Partner Channels : in the Software Industry
Number of Pages: 222 Pages
Language: English
Publisher: TBK Consult
Publication Year: 2015
Topic: International / Marketing
Item Height: 0.5 in
Illustrator: Yes, Galkina, Jelena
Genre: Business & Economics
Item Weight: 10.8 Oz
Item Length: 9 in
Author: Hans Peter Peter Bech
Item Width: 6 in
Format: Trade Paperback
