Book recommended by
Books of the Channel
Why should you read it?
It is one of the very few books which are really specific to developing indirect channels in the software industry. Provides a good methodology to help you plan a potential channel strategy including how to develop a program and plan for partner recuitment and management. If you are a beginner or if you are just trying to rethink your channel go-to-market strategy, it’s a great tool and inspiration!
What is the book about?
The book talks about the end to end steps to plan a channel strategy, from thinking about the business model, to developing the program, go-to-market strategy, recruitment, management, distribution, channel conflict, definitions of partner types and more!
Best takeaway
Going indirect is not always a simple choice. You need to think carefully when and where, and the most important, how it relates to your direct sales strategy. He shows a simple graphic which is a great reminder: sell direct via web when you can for smaller deals, then use indirect channels to grow the business, but sell direct into the large accounts who are already your customers.
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