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Fundamentals of Channel Management: The Partner Operating Model
by Brent Earlewine
Published: 2026
Recommended by Brent Earlewine
Categories: partnerships, go to market
Why should you read it?
Written for the front-line channel management team, this book shows what high-performance channel management actually looks like. It includes templates and tools to put the concepts to work immediately.
What is the book about?
Written for channel management teams by a channel executive with more than 35 years of experience executing channel sales at scale in the IT industry, this book is grounded in real-world experience, not theory alone. It brings together the core concepts, methods, tools, and disciplines required to effectively manage partner relationships and portfolios.
Best takeaway
Partner segmentation, and managing partners from a portfolio-level view.
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