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Building Successful Partner Channels
by Hans Peter Bech
Published: 2015
Recommended by Books of the Channel
Categories: go to market, partnerships
Why should you read it?
One of the very few books really specific to developing indirect channels in the software industry. If you're building a channel program for a software company, this is essential reading.
What is the book about?
Hans Peter Bech draws on decades of experience in the European software industry to provide a practical guide to building and managing partner channels. The book covers partner recruitment, enablement, and management with a focus on the unique challenges of selling software through indirect channels.
Best takeaway
Building a successful partner channel requires patience, investment, and a long-term commitment. Companies that treat channel development as a quick fix for revenue shortfalls will inevitably fail—those that invest in genuine partner success will build a sustainable competitive advantage.
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