PDF Ebook Building Successful Partner Channels: in the software industry
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Building Successful Partner Channels: in the software industry
PDF Ebook Building Successful Partner Channels: in the software industry
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Review
"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 to write a book with the title Building Successful Partner Channels." - Preben Damgaard, Co-founder and CEO of Navision"Predictable 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 goal."Torulf Nilsson, Product Executive, Visma Retail, Oslo, Norway"Hans 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. 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. 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
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From the Author
I started building independent channel partner networks in 1986. Coming from a small domestic market I was forced to build international channel partner networks very early in the lifecycle of the companies where I was responsible for revenue generation and I also had to do it with very limited resources. I learned that you do not have to be big to be smart. Even small software companies can build powerful independent channel partner networks over time if they understand some fundamental business principles.From 1997 to 2001 I was responsible for Damgaard's activities in the German speaking markets and in this capacity I had the unique experience of introducing and building the channel for AXAPTA (now Microsoft Dynamics AX) in Germany, Austria and Switzerland. After the merger with Navision I was made responsible for our joint operations in Central Europe.I left Navision in 2001 to start my own business and in 2003 I acquired a major share of a Microsoft Dynamics AX reseller and held the position as CEO of the company. In this capacity I had intimate insight into the daily life of a value added reseller of a product that I was previously responsible for launching to independent channel partners in the German speaking markets. Having served on both sides of the table helped me to deepen my understanding of the principal/partner relationship and the completely different businesses that they run.Since 2007 I have been working as a management consultant and workshop facilitator helping clients in the software industry with global growth including building networks of independent channel partners. However, as a management consultant I can only serve a few clients at a time.With this book I hope I can help many more software companies around the world make the right choices on how best to serve their customers and grow their global market share, when they apply the indirect go-to-market approach.
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Product details
Paperback: 222 pages
Publisher: TBK Publishing® (April 1, 2015)
Language: English
ISBN-10: 8793116160
ISBN-13: 978-8793116160
Product Dimensions:
6 x 0.5 x 9 inches
Shipping Weight: 14.1 ounces (View shipping rates and policies)
Average Customer Review:
4.6 out of 5 stars
60 customer reviews
Amazon Best Sellers Rank:
#245,830 in Books (See Top 100 in Books)
We needed inspiration to handle some of the channel sales challenges in our sales department and found the inspiration and guidelines in the book. I can highly recommend the book for all in the IT industry dealing with channel sales.Only issue is that the illustrations in the paperback edition is a bit blury.
As someone who has worked in channel sales for many years and now oversees a channel program in the technology field, I found this book enormously helpful. It is easy to read while also laying out very clearly the how to of recruiting, managing, enabling, and growing a successful channel network. I have taken many of the lessons learned from this book and saw immediate results with my company. If you work in channel sales, either as an individual contributor or as a manager, I highly recommend you buy this book and commit every page to memory!
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 that now you can make a million dollars or euros, you start from a point where you can decide for your company what strategy would work best.
Excellent manual covering how channel sales is done. I highly recommend this book to anyone engaged with the channel sales model.
I used the book to propose using my company as as a channel partner to a large SAAS company. Based on knowledge gained from the book, we were successful in receiving agreement to our proposal as their first channel partner which was not in their current business model as in-house B2B sales only.
Hans "Building Successful Partner Channels" is an excellent read offering terrific perspective for anyone interested in growing their indirect channel in software. As the Channel evolves this book offers terrific perspective along with a blueprint for how to build a channel from the ground up!
Great read for any business leader looking to engage in an indirect sales model (or looking to improve their existing model). In fact, as a channel manager myself, I used several principals in Hans Peter Bech's book to develop best practices for partner recruiting and business development. Truly a must 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 books do. Most sentences are written with care and meaning.Guðmundur - VP of Cloud Channel and Distribution
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