Channel Revolution
Author | : Stefan Utzinger |
Publisher | : Lulu.com |
Total Pages | : 326 |
Release | : 2010-12-14 |
Genre | : Business & Economics |
ISBN | : 144672350X |
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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 ...