Book recommended by
Former VP Worldwide Alliances & Channels for Oracle Communications
Former VP Americas Partner Sales for Avaya
Why should you read it?
The book is a detailed read, “Channel Force” does a nice job creating the structure and process for building comprehensive Sales, Enablement and Execution Plans to use with partners to create new demand. The book is a really good reference guide introducing lots of new approaches and concepts.
What is the book about?
The book introduces a Channel Planning Model coined ISAM (Indirect Sales Acceleration Model). The premise of the book is that traditional channel models are creating passive fulfillment partners. The ISAM model provides the blueprint to adjust your Channel Planning and Enablement resulting in the transition of passive partners to active sellers.
Best takeaway
Mark Twain said, “If we always do what we have always done, why should we expect different results?” The book has lots of new ideas like using an Opportunity Assessment Calculator to assess Solution Strength, Market Opportunity, Partner Impact and Incentive Strength. Using Strategy Profiles to guide your Solution Empowerment Strategy to name a few. Lots of unique approaches in the book.