Building Successful Partner Channels: in the software industry (International Business Development in the Software Industry)

I have never seen such helpful and practical material about partner channel in our specific industry. I work now for the company that just start building international channel and the book is very helpful, guiding you through all the steps of building the ecosystem. Especially as we are small enough to have the full power to make decisions about business model and no "corporate guidelines" like I had before when I was responsible for channel in Oracle and HP in my country. It was Oracle at the time when it was software only and it was enterprise channel of HP that combines both SW and HW. With all the experience I have behind I can tell that it's the best book summarizing possibly well known things, but making them very systemati, clear and complete. If you are in the role of developing channel - it's a great investment of your time. If your a manager of the one who will develop channel in your company - it's a great investment for your company to go through this book and avoid a lot of traps on the way to become market leader.

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

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.

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!

The author has a lot of relevant experience and this is a good initial overview of the fundamentals. Wish it went deeper into best practices, provided examples of poor/good/better/best, and had more real life stories about partner management

I got this book right when it was released and I'm sad I didn't read it sooner making my way through my reading list for the past 3 months. This book is carefully structured and brilliantly pertinent. Many books in this space are overwritten, this is not one of them. Chapters are as little as 4 pages long to keep the information to the point. And each chapter is divided into concise categories with intuitive illustrations. Even experts in this area may find new information or challenging of their own opinions. Ultimately this is a brilliant book and no wonder it became a bestseller!

Comprehensive tour of what all is involved in setting up a channel sales program from a SaaS company perspective. The weakest aspect is organizationally in how the material is structured with some chapters consisting of a paragraph. The material itself is very helpful though and this will likely benefit anyone setting up a channel sales program from scratch.

You will first learn if you don't know what channel partnership is then you will learn what direct and indirect channel partner means. Book is very inspirational especially you're in need of indirect partnership skills. With a very detailed guide you can create an indirect partnership. My favourite quote in the book is "If you have enough money: go direct If you have enough time: go indirect". There is also a great appendix where you can find very detailed information about the terminology and some examples. Definitely recommend to any software company related people.