About the Book
"Building Successful Partner Channels" by Hans Peter Bech is a comprehensive guide to achieving global market leadership through independent channel partners in the software industry. The book provides a practical roadmap for building and managing effective partner channels, emphasizing the importance of aligning business models with channel strategies.
My thoughts on it
It was the first book I read about channel partnerships and I recommend it for anyone looking to build a successful partner channel strategy. Bech, with his extensive experience in developing indirect channels in the software industry, shares valuable advice on how to select and recruit the right partners, manage financial aspects of channel management, and understand the indirect sales model.
Bech provides a step-by-step guide on how to develop a channel partner program, including how to identify and engage with potential partners, how to create a channel partner profile, and how to design a comprehensive channel partner recruitment strategy.
The book also highlights the importance of aligning business models with channel strategies, which is crucial for achieving global market leadership. Bech emphasizes that taking the indirect route to market adds a layer of complexity to the business model, but with the right approach, it can be a powerful way to drive growth and success.
Key Highlights
- Aligning Business Models with Channel Strategies: The book emphasizes the importance of aligning business models with channel strategies to achieve global market leadership.
- Partner Selection and Recruitment: Bech provides valuable advice on how to select and recruit the right partners, including how to identify potential partners and create a channel partner profile.
- Financial Aspects of Channel Management: The book provides insights into the financial aspects of channel management, including revenue sharing and pricing strategies.
Who Should Read This
This book is a must-read for anyone involved in the software industry, particularly those looking to build a successful partner channel strategy. Whether you're a CEO, sales executive, or business development professional, this book provides valuable insights and practical advice on how to achieve global market leadership through independent channel partners.
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