Channel Revolution is a pragmatic guide to successfully building an indirect IT sales channel. Stefan Utzinger explains why in times of the cloud, SaaS and increasing globalization, taking a revolutionary approach is the way to go. The book gives detailed advice on the following topics:
- Selecting and attracting the right channel partners
- When to use project versus product oriented resellers
- Managing the pipeline
- Delivering larger projects with your partners
- Effectively generating and managing leads
- The right discount strategy
- And much more É