Channel Excellence
Channel Excellence by Axel Schultze, published by Lulu.com in December 2007, is a comprehensive guide that explores the intricacies of leveraging global partner networks in business. This first edition spans 312 pages and is presented in English. The book draws on Schultze’s extensive experience in national and global channel development, offering insights into effective channel strategies and methodologies.
Readers will find a detailed examination of 25 best practices that encompass various aspects of channel management, including partner recruitment, development, and sales strategies. Schultze shares insights gained from interviews with influential channel architects, highlighting critical stages in indirect sales to build a successful partner network. The book emphasizes the importance of clarity in sales models, advocating for a focused approach to either direct or indirect sales.
Official synopsis Publisher
Channel Excellence reveals insights and provides guidance to leverage global partner networks. The author, Axel Schultze, has over 20 years experience in national and global channel development and built one of the largest high tech channels in the world. He describes 25 best practices based methodologies including channel strategies, partner recruitment, partner development, partner programs, channel sales & marketing and more. The author interviewed and worked with the most influential channel architects around the world and describes the most important stages in indirect sales to create a leading partner network. The author’s provocative request: Don’t confuse your sales model. Sell exclusively direct or exclusively indirect!
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