The book guides the reader through the complex world of partnerships, managing and selling via third-party: a minefield of complexity, for those in the know. If you are new to the partner ecosystem, whether you already have a channel process in place and you want to improve or revitalize it, or you are aiming to create your first channel program from scratch; that this is, hands down, the book for you.
What is the book about?
Managing partnerships requires outstanding people skill, exceptional organizational and strategic planning capabilities, a highly attuned sense of commercial reality, and the ability to prevent and neutralize conflicts. This book introduce partnership professionals to the skills and practice knowledge they need to be successful, build a fast growth, high profit, high repeat business channel with the lowest possible cost and the least possible wasted effort.
Best takeaway
“If your partnership channel is not working, look in the mirror and ask yourself a question: whose fault is it? And the answer should always be 100% yours.”
15 Sep, 2022
5 Sep, 2022
"The PartnerHacker Handbook: Anthology on Ecosystems Volume 1" - Recommended by Will Taylor (Head of Partnerships at PartnerHacker)
“The PartnerHacker Handbook: Anthology on Ecosystems Volume 1”
B2B has gotten harder. Traditional methods are broken. We can no longer rely on data alone. There needs to be a better, more sustainable way to do business. One that challenges the “zero-sum” game, and instead, constantly creates opportunities for growth. We’ll show you how.
What is the book about?
Pick up your copy of The PartnerHacker Handbook today to learn the lessons you’ll need to thrive in this new era. Learn from modern ecosystem experts that have done it before. Everywhere from strategic alliances and the platform strategy, to Account Based Networking (ABN) and enablement. Help us fulfill our mission… To create a world where we all succeed in business together.
Best takeaway
“For B2C and B2B, data really was the new oil. That is, until data polluted the world. What was once signal, became noise. What was once convenient, became inconvenient. Data was the new oil. Until data lost our trust. Now, trust is the new data.”
Businesses need to operate on a currency of trust above everything else. They have to. Or else they will not survive.
5 Sep, 2022
15 Aug, 2022
"Fewer, Bigger, Bolder: From Mindless Expansion to Focused Growth" by Sanjay Khosla and Mohanbir Sawhney - Recommended by David Beschta (Senior Director ISV Alliances at Oracle)
“Fewer, Bigger, Bolder: From Mindless Expansion to Focused Growth” by Sanjay Khosla and Mohanbir Sawhney
The authors present a framework that helps to establish a focused approach to growth. Good reminder to “Keep it simple stupid”!
What is the book about?
The key principles advocated by the authors: • Do less. Reduce the number of different activities over which your business is investing resources. • Be bold. Focus everything on the highest-potential initiatives. • Simplify and keep costs low. Eliminate complexity from your processes and plans. • Execute. Keep testing, learning and adjusting as you go. • Unleash people. Make bold bets on talented people by giving them disproportionate authority and resources.
Best takeaway
Beyond a good idea, focus and execution are critical to sustained business success.
15 Aug, 2022
1 Aug, 2022
"The Seven Habits of Highly Effective People" by Steven Covey - Recommended by Vince Menzione (Founder & CEO at Ultimate Partnerships)
“The Seven Habits of Highly Effective People” by Steven Covey
Podcast Host & Producer of Ultimate Guide to Partnering
Why should you read it?
Basic principles of life and relationship – the personal victory can apply to all aspects of an organization evolution to support partnerships and ecosystems. The public victory is where two or more organizations come together. So many great principles were established: begin with the end in mind, emotional bank account, thing win-win and more!
What is the book about?
“The 7 Habits of Highly Effective People” provides an inside-out approach to improving yourself and your life. This method entails examining and adjusting your character, your motives, and how you see the world in order to change how you behave and how you interact with others. Learn how to best focus your time, define your personal mission, and build productive relationships with other people.
Best takeaway
It is really hard to pick just one single takeaway from this book… Personally, “Sharpen the Saw” helped me realize the importance of stepping back from a situation and ensuring my mind, my body and my stamina were right to take on any challenge.
1 Aug, 2022
22 Jul, 2022
"Channel Force" by Craig Booth - Recommended by Gary Levy (Former VP Worldwide Alliances & Channels for Oracle Communications)
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.
22 Jul, 2022
18 Jul, 2022
"The One Thing: The Surprisingly Simple Truth Behind Extraordinary Results" by Gary W. Keller and Jay Papasan - Recommended by Huba Rostonics (Senior Consultant, GTM & Partner Programs at The Channel Company)
“The One Thing: The Surprisingly Simple Truth Behind Extraordinary Results” by Gary W. Keller and Jay Papasan
Senior Consultant – GTM & Partner Programs at The Channel Company
Former GTM & Programs at Ciena and Riverbed
Why should you read it?
To gain focus and get better results by applying some of the techniques in the book. We are expected to multi-task and to deliver in a number of different areas, but we are at our best when we can put our undivided attention to a task. The ideas, and examples in the book help to maintain focus in a world that is literally pulling us apart in pieces.
What is the book about?
The book tells us about the benefits of prioritizing one single task, providing examples on how to have singular focus when engaging those tasks.
Best takeaway
Ask yourself every morning: “What’s my ONE Thing? ” that I could achieve today that would make a difference and get me closer to my most important goal? Make time for that, even if it is just an hour.
18 Jul, 2022
17 Jul, 2022
"Enchantment" by Guy Kawasaki - Recommended by Brian Fernandez (Strategic Channels Business Development at Impartner Software)
Strategic Channels Business Development at Impartner Software
Why should you read it?
After reading Guy’s book, I learned to give equal attention and time to every single individual no matter their income, appearance, or title at a company. Why? In his book, he goes on to say that you never know what a person will do in their life. The janitor may one day be the CEO of a billion dollar company – destiny is truly never written in stone. He also said that giving joy and experience is required at all companies. It’s something that isn’t often done. We often forget that a seamless UI is great, but what is the user truly “experiencing” with the company in all areas – customer service, the solution/product, colors, market appeal, and what does it say about them when they use it? In addition, he dives into the sales journey which demands research of the customer’s data, their ecosystem, and also not imposing your own values on them. The last part that jumped out at me was that I often think the end customer must care and think like me, right? They love me! We’re both there for 30 minutes to an hour. Nope – this is the completely wrong mindset to have on sales calls or conversations. He also adds that you need to communicate with all types of individuals at a company, even the “Devil’s Advocate”. Who else can prepare you for all the company’s objections than the one to find all the holes in your solution/product? I walked away knowing that I need to give customers an experience with my solutions and a great story after meeting me – everyone talks, and I love when they’re happy cheerleaders speaking the good word.
What is the book about?
There are three chapters which are the most important on this book:
# Chapter 2 – How to Achieve Likability
Perfect Your Handshake, Use the Right Words, Accept Others, Get Close, Don’t Impose Your Values, Pursue and Project Your Passion, Find Shared Passions, Create Win-Win Situations, Swear (Swear only when the audience supports you and swearing can around attention*), And Default to Yes,.
# Chapter 7 – How to Make Enchantment Endure
Strive for Internalize, Separate the Believers, Push Implementation Down, Use Methods, Invoke Reciprocity, Catalyze Commitment and Consistency, Build an Ecosystem, User groups, websites and blogs, consultants, developers, resellers, conferences, create something that’s worthy of an ecosystem, identify and recruit your evangelists, pick a champion for building your the ecosystem, give people something meaningful to do, publish, etc., Diversity the team, and Promote Spreadability!
# Chapter 10 – How to Enchant Your Employees
Provide a MAP, Empower Them to Do the Right Thing, Judge Your Results and Others’ Intentions, Address Your Shortcomings, Suck It Up, Don’t Ask employees to do what you wouldn’t do, Celebrate success, Find a devil’s advocate, Listen to Brother Bob, Tell them you want them, and How to enchant volunteers.
Best takeaway
“The purest form of giving is to those who cannot help you and without the expectation of return. Ironically, these gifts often catalyst the greatest reciprocation.”
17 Jul, 2022
23 Jun, 2022
"Moving to Outcomes" by Robert Glazer & Matt Wool
“Moving to Outcomes” by Robert Glazer & Matt Wool
Why should you read it?
Within the growing team of channel and ecosystems professionals there is generally an agreement on the lack of good readings about the partnerships topic, especially in our current age. “Moving to Outcomes” is a book published in 2022 after the COVID-19 hit. It is current and the most important, provides a unique and transformational view about the “partnerships” world. As a professional in this space, this is a must read! Once you finish it, you will look to your channel-related role and to how you explain your job to others in a completely different way… I am sure you have traditionally struggled to explain your work in partnerships and programs to your parents or to some of your friends… Well, this book will transform the way you can explain what you do for living! Certain analysts say we are in the early stages of the “decade of ecosystems”, this book offers a novel perspective on how partnerships relate to marketing… did you ever think about explaining your role as a modern marketing function? Are you working on a company with a direct sales model and need to convince your stakeholders about the value of creating a channel model? Please read the book carefully and then come back here and comment… This book is a great inspiration for ecosystem professionals discussion!
What is the book about?
The book is about a specific marketing channel we are all familiar with… called… “partnerships”. The authors start discussing the impact of legacy affiliate marketing models and how they evolved into the complex and growing world of partnership marketing we have today. Although the focus is not on technology, they are able to articulate a much broader view on this topic and explain why spending dollars in the triopoly (Google, Amazon and Facebook) is no longer the most effective way to do marketing… why paying for inputs like impressions, views or clicks while you can pay for outcomes! Why playing a game of darts while you can work with a partner who can bring you the dartboard and you only pay them once this happens… Partnerships marketing offers now a profitable, scalable and more sustainable way to go to market as it truly aligns with a company’s objectives and desired results. This is the essence of why the book is a must for any professional in this space.
Best takeaways
“Marketers today have a choice. They can keep doubling down on advertising with the digital Goliaths of today or begin to diversify and invest in other marketing channels, with an eye toward the future (…) One that offers a superior and predictable ROI, a way to create a defensive competitive advantage, and effective diversification in the marketing portfolio (…) A prioritization of marketing channels and partnerships that allow companies to pay for outcomes, not inputs.”
“It’s always been better to avoid the trap of over investing in channels that offer input metrics, such as impressions and clicks, and instead invest money in programs tied to demonstrable outputs, such as sales, leads, or other important conversions.”
23 Jun, 2022
26 May, 2022
"Measure What Matters" by John Doerr - Recommended by Christian Goffi (Vice President Americas Channels at Nutanix)
Former channel leader at Juniper, Avaya and Nortel
Why should you read it?
This is the foundational story around the OKR (“Objectives and Key Results”) methodology. This model, allows for me as a functional leader to properly measure and guide channels towards mutual success.
What is the book about?
The book explains a widely known goal-setting framework which has been used for many successful companies and organizations. Defining what are the areas which really matter to the business so you can focus on what truly can make an impact to the organization while everyone is following the same important guidelines.
Best takeaway
“OKRs surface your primary goals. They channel efforts and coordination. They link diverse operations, lending purpose and unity to the entire organization.”
26 May, 2022
27 Mar, 2022
"Business Model Shifts : Six Ways to Create New Value For Customers" by Patrick van Der Pijl - Recommended by Stefan Diedericks (Senior Director, Alliances & Channels at Oracle)
“Business Model Shifts : Six Ways to Create New Value For Customers” by Patrick van Der Pijl
Senior Alliances & Channels Director (EMEA) at Oracle
Why should you read it?
Partners operate in ecosystems and this means continuously looking for that elusive “blue ocean”, so the key thing is to disrupt oneself and this book provides an easy to digest manner with six ways create new value for their customers and learn about what steps are needed to make the appropriate shift for their business models.
What is the book about?
Never before has the business world seen so much radical change. This change is accelerating, casting a spotlight on the economy and pointing out the businesses and business models that must adapt or die trying. Business Model Shifts takes you on a groundbreaking journey of six fundamental business model shifts designed to maximize customer value creation.
Best takeaway
Generating revenue and profit is an outcome of a successful business model, it isn’t the goal of a successful business model. Neglecting to consistently care for stakeholders, will ultimately destroy shareholder value.
