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"Building Successful Partner Channels" is a book laying out the roadmap for achieving global market leadership through independent channel partners in the software industry.

The book applies the business model and business model environment frameworks developed by Alexander Osterwalder and Yves Pigneur and concludes that taking the indirect route to market adds an additional layer of complexity to our business model as we leave the control of finding, winning, making, keeping and growing happy customers to third parties.

The book explains that the direct and the indirect go-to-market approach are not options we can choose freely between, independent of the nature of our business model and business model environments and it discusses when the indirect go-to-market approach is applicable and advantageous and when it is not. The book concludes that taking the indirect route to market requires that the channel is an integrated element of our product offering and value proposition.

The indirect route to global market leadership requires developing and maintaining a channel partner program and the book lists all the elements of this program including the critical channel partner P&L model. The book concludes that our partner program will change substantially as we move from early stage channel building to the mature mode where most of our revenue comes from existing channel partners.

The book describes the process for channel partner recruitment, and concludes that the initial process is very similar to the process of hiring top performing sales people. However, where we pay staff to perform their duties from the day they join, channels partners will have to make substantial investments before they reap the benefits of the cooperation. Channel partner recruitment is therefore initially a long process requiring substantial investments.

The dynamics of channel partner recruitment changes as we move from the early mode channel development stage to the mature stage and the book recommends that we should recruit as many channel partners as we possibly can. We then let them demonstrate where they belong in the channel pyramid classifying channel partners and the book discusses how we should manage each group.

A full chapter is devoted to discuss adopting the indirect channel approach at a later stage after having applied a direct approach first, introduces some simple sanity checks to verify if switching is feasible and explains how this switch can be accomplished.

• Sales Rank: #149042 in Books
• Published on: 2015-04-01
• Original language: English
• Number of items: 1
• Dimensions: 9.00" h x .50" w x 6.00" l, .67 pounds
• Binding: Paperback
• 222 pages

Review
"When Microsoft acquired Navision there is no doubt that the price they paid was heavily influenced by the value of our channel partner ecosystem. I can think of no one better suited than Hans Peter to write a book with the title Building Successful Partner Channels." - Preben Damgaard, Co-founder and CEO of Navision

"Predictable growth and market leadership through independent channel partners are on every software industry CEO and sales executives' mind. However, it is rarely achieved. With "Building Successful Partner Channels" Hans Peter Bech provides a great tactical approach toward reaching this goal."Torulf Nilsson, Product Executive, Visma Retail, Oslo, Norway

"Hans Peter Bech has been at the forefront developing indirect channels in the software industry for more than three decades and his track record is impressive. I'd highly recommend this book to anyone searching for the route to global market leadership in the software industry." - Yusuf Soner, School of Management at the Sabanci University, Turkey

"Building Successful Partner Channels provides a powerful, practical approach to building a strong network of independent channel partners, so as to optimize sales and marketing activities. The book helps sales and marketing executives understand how to work in concert to achieve global market leadership through the indirect-channel approach." Toke Kruse, Founder and CEO at Billy, San Francisco, USA

From the Author
I started building independent channel partner networks in 1986. Coming from a small domestic market I was forced to build international channel partner networks very early in the lifecycle of the companies where I was responsible for revenue generation and I also had to do it with very limited resources. I learned that you do not have to be big to be smart. Even small software companies can build powerful independent channel partner networks over time if they understand some fundamental business principles.

From 1997 to 2001 I was responsible for Damgaard's activities in the German speaking markets and in this capacity I had the unique experience of introducing and building the channel for AXAPTA (now Microsoft Dynamics AX) in Germany, Austria and Switzerland. After the merger with Navision I was made responsible for our joint operations in Central Europe.

I left Navision in 2001 to start my own business and in 2003 I acquired a major share of a Microsoft Dynamics AX reseller and held the position as CEO of the company.  In this capacity I had intimate insight into the daily life of a value added reseller of a product that I was previously responsible for launching to independent channel partners in the German speaking markets. Having served on both sides of the table helped me to deepen my understanding of the principal/partner relationship and the completely different businesses that they run.

Since 2007 I have been working as a management consultant and workshop facilitator helping clients in the software industry with global growth including building networks of independent channel partners. However, as a management consultant I can only serve a few clients at a time.

With this book I hope I can help many more software companies around the world make the right choices on how best to serve their customers and grow their global market share, when they apply the indirect go-to-market approach.

From the Back Cover
"When Microsoft acquired Navision there is no doubt that the price they paid was heavily influenced by the value of our channel partner ecosystem. I can think of no one better suited than Hans Peter to write a book with the title Building Successful Partner Channels." - Preben Damgaard, Co-founder and CEO of Navision

"Predictable growth and market leadership through independent channel partners are on every software industry CEO and sales executives' mind. However, it is rarely achieved. With "Building Successful Partner Channels" Hans Peter Bech provides a great tactical approach toward reaching this goal."Torulf Nilsson, Product Executive, Visma Retail, Oslo, Norway

"Hans Peter Bech has been at the forefront developing indirect channels in the software industry for more than three decades and his track record is impressive. I'd highly recommend this book to anyone searching for the route to global market leadership in the software industry." - Yusuf Soner, School of Management at the Sabanci University, Turkey

"Building Successful Partner Channels provides a powerful, practical approach to building a strong network of independent channel partners, so as to optimize sales and marketing activities. The book helps sales and marketing executives understand how to work in concert to achieve global market leadership through the indirect-channel approach." Toke Kruse, Founder and CEO at Billy, San Francisco, USA

Most helpful customer reviews

1 of 1 people found the following review helpful.
More Than Just a How To Guide
By Howard Jacob
To me this book was much more than just a "how to" for building partner channels. It's about how to grow and scale for software companies. What some companies do to grow to get to one stage isn't what will allow them to grow to the next stage. The book has started a large discussion in my company on who we are, what is our model and how do we grow to the next stage. It was a vital discussion that needed to happen and can only help the company now.

That said, the "how to" parts, if you create a partner channel strategy, are incredibly helpful and insightful as well. It's just that instead of throwing them at you and telling you that now you can make a million dollars or euros, you start from a point where you can decide for your company what strategy would work best.

1 of 1 people found the following review helpful.
I found it very useful, in particular the points the author makes on ...
By Amazon Customer
I was looking for additional insight into building a reseller network for a software service and I bought this book. I found it very useful, in particular the points the author makes on the difference between business models of software vendor and reseller, as well as the advice of developing a joint P&L with each reseller.

The book is concise, to the point, and is well presented, with plenty of good advice laid out textually and graphically. I would recommend buying the book to those involved in developing channels.

1 of 1 people found the following review helpful.
The book is easy and fun to read while providing significant value
By Hans-Bernd Kittlaus
Based on his extensive experience in the software industry Hans Peter Bech provides a comprehensive view on channel partnerships for software companies in the B2B sphere. He discusses the if's and how's of channel partnership in relation to the business models involved and gives down-to-earth advice on how to build and manage channel partnerships in different scenarios. The book is easy and fun to read while providing significant value. I can fully recommend it.

See all 27 customer reviews...

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• Sales Rank: #97682 in Books
• Published on: 2016-06-14
• Original language: English
• Dimensions: 8.50" h x .13" w x 8.50" l,
• Binding: Paperback
• 56 pages

Most helpful customer reviews

8 of 8 people found the following review helpful.
Every Parent Can Relate To The Phrases In This Book
By Tisha
I purchased this book because I have two young boys of my own, two step sons (don't live with me but call constantly wanting something and getting into trouble), plus my husband acts like a overgrown kid. I found it funny how much I could relate to the pictures (even my son laughed because he said "mom, you say that all the time as he flipped through the book with me)".This book is filled with sayings that most parents say on a daily basis, and it really helps to you destress as you laugh while coloring these hilarious pictures. The pages are a little thin so if using markers or something that might bleed I would suggest placing a paper underneath the page you are coloring, however I didn't have an issue with my colored pencils. John T truly found a way to connect to parents and put our feelings (that sometimes we want to scream out loud but can't) down on paper, so now instead of screaming like maniacs we can quietly go to our rooms and color out our feelings thanks to his brilliance. In this book you will find 20 wonderful pages (19 with actual phrases and one flower with cross bones) to color which should help destress. This book is a must have for every parent and would even make a great gift for a parent friend.

2 of 2 people found the following review helpful.
but it is so adorable. The pages are just what every parent would ...
By Courtney Garrison
This is a little coloring book, but it is so adorable. The pages are just what every parent would say at some point in their child's life and the pages have a lot to color. This is great for someone who is a first time parent and loves to color or a gag gift for a friend. I'm absolutely in love with this book and can not wait to color every page. It is absolutely one of my favorite coloring books

2 of 2 people found the following review helpful.
Great for just about everyone
By Liza D
Now I will never publicly admit to saying any one of these things...especially since my kids are now 20 & 23. BUT...I do plan on using a few to 'decorate' the restroom and lunchroom at work. Anonymously, of course! Great for just about everyone...moms, dads, fur-parents, and definitely some for the co-workers! Thanks for the great fun, John T!

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• Sales Rank: #3669043 in Books
• Published on: 2003-10-28
• Binding: Hardcover

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This volume of the landmark Diagnostic and Surgical Imaging Anatomy series combines a rich pictorial database of high-resolution images and lavish, 3-D color illustrations to help you interpret multiplanar scans with confidence. The book brings you close up to see key structures with meticulously labeled anatomic landmarks from axial, coronal, and sagittal planes. Contents include 250 detail-revealing 3-D color illustrations, 2,000 high-resolution digital scans, and at-a-glance imaging summaries for the chest, abdomen, and pelvis.

• Sales Rank: #580033 in Books
• Published on: 2006-12-06
• Original language: English
• Number of items: 1
• Dimensions: 2.01" h x 8.84" w x 11.24" l, 8.17 pounds
• Binding: Hardcover
• 1250 pages

About the Author
Professor e Coordenador Adjunto para a Educa o, Departamento de Radiologia da Faculdade de Medicina da Universidade de Stanford, Stanford, Calif?rnia

Most helpful customer reviews

5 of 5 people found the following review helpful.
The best imaging anatomy texts - bar none!
By Terry Dolorosa
This series of anatomy texts has no peer. Each section outlines the key facts, presents superbly executed graphics in explanation, then proceeds to meticulously demonstrate the fine details and subtleties of imaging anatomy using well-labelled and captioned images from every imaging modality ---from plain radiographs through ultrasound, CT, MR, scintigraphy, and even PET.

Admittedly the three volumes will set you back nearly a $1,000 if you get the e-book option (very worthwhile to avoid lugging the set back and forth from home to work), but nothing else comes close to such completeness and quality.

0 of 0 people found the following review helpful.
Can't but agree with Terry....great job was done there..
By andre
This book was for me a real surprise; it's a masterpiece of medical education-skills.The authors show plenty of erudition in their fields,the lay out of the topics is always methodical (starting from embryology,microscopic anatomy,regional anatomy: so you really get the sense of what you are reading,you never get bored with the outline despite the number of pages read).Graphics are very clear (color-coding is very useful),pictures of indisputable quality.Cases are sorted out in a manner that stimulates critical thinking and scientific knowlege-seeking.What strikes is the simplicity & the organisation of the text (never obscure, and always targeted at solving real clinical scenarios).Short; a sublime book that deserves the price.Only thing I can think of that may be improved ,is getting more online/ multimedia/mcQs etc.- references to boost absorbtion of the material.

1 of 2 people found the following review helpful.
Anatomy
By R. De Girolami
The best anatomy book I have ever owned!! I which I had this in med school

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[O228.Ebook] Free Ebook The Basics of American Politics (15th Edition), by Gary Wasserman

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A lively, straight-forward approach to the basics of American Politics

 

Written to engage students, and kept short to provide a flexible foundation for instructors, The Basics of American Politics covers all the terms and topics a student will need to understand the nuts-and-bolts of American government and politics. This title uses a dynamic game metaphor to engage students in the basics of the American political system and the contact sport of politics. Beginning with a clear definition of politics, it introduces four governmental and four nongovernmental “players” who must abide by the “rules of the game” established by the Constitution and civil liberties. It ends by examining rival theories of who wins and who loses in American politics.

• Sales Rank: #22697 in Books
• Published on: 2014-07-21
• Original language: English
• Number of items: 1
• Dimensions: 8.90" h x .80" w x 6.00" l, .0 pounds
• Binding: Paperback
• 336 pages

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1 of 1 people found the following review helpful.
... all the basics of American Government and it is pretty updated. The book came faster than I expected
By Sheila
The book has all the basics of American Government and it is pretty updated. The book came faster than I expected.It's not a really big book. It's more of a small-medium size book. But I'm very satisfied with this book.

1 of 1 people found the following review helpful.
Great book for political "beginers"
By smith
The book was in great condition and is even more fun to read than any "school" book I've read so far.

0 of 0 people found the following review helpful.
The author's insights are great and they help explain our complicated government system
By samuel aaron watkins
The book is small but is packed with clearly explained facts about how our government started and how it ended up as it is now. The author's insights are great and they help explain our complicated government system.

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[D845.Ebook] Ebook Mastering Puppet - Second Edition, by Thomas Uphill

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Key Features

• This book is an advanced guide to using and deploying Puppet 4 in your organization with a special focus on issues faced in larger enterprise deployments
• From an experienced author, learn to deal with scaling, performance, and multiple developers with the help of real-world examples
• This is the most up-to-date guide on Puppet, and covers the advanced concepts of Puppet 4

Book Description

Puppet is a configuration management system and a language. It was written for and by system administrators to manage large numbers of systems efficiently and prevent configuration drifts.

Mastering Puppet deals with the issues faced when scaling out Puppet to handle large numbers of nodes. It will show you how to fit Puppet into your enterprise and allow many developers to work on your Puppet code simultaneously. In addition, you will learn to write custom facts and roll your own modules to solve problems. Next, popular options for performing reporting and orchestration tasks will be introduced in this book. Moving over to troubleshooting techniques, which will be very useful. The concepts presented are useful to any size organization.

By the end of the book, you will know how to deal with problems of scale and exceptions in your code, automate workflows, and support multiple developers working simultaneously.

What you will learn

• Scale out your Puppet infrastructure using proxying techniques
• Automate your code promotion workflow using Git and r10k
• Solve real-world problems using public modules from the Puppet Forge
• Use Hiera to separate the data of your configuration from the code of your configuration
• Write your own custom facts in Ruby
• Extend Puppet with your own custom facts, modules, and types
• Use exported resources to orchestrate change between machines
• Debug a puppetserver using Java techniques

About the Author

Thomas Uphill is a long-time user of Puppet. He has presented Puppet tutorials at LOPSA-East, Cascada, and PuppetConf. He has also been a system administrator for over 20 years, working primarily with RedHat systems; he is currently a RedHat Certified Architect (RHCA). When not running the Puppet User Group of Seattle (PUGS), he volunteers for the LOPSA board and his local LOPSA chapter, SASAG. He blogs at http://ramblings.narrabilis.com.

Table of Contents

Dealing with Load/Scale

Organizing Your Nodes and Data

Git and Environments

Public Modules

Custom Facts and Modules

Custom Types

Reporting and Orchestration

Exported Resources

Roles and Profiles

Troubleshooting

• Sales Rank: #709104 in Books
• Published on: 2016-02-25
• Released on: 2016-02-25
• Original language: English
• Number of items: 1
• Dimensions: 9.25" h x .63" w x 7.50" l, 1.06 pounds
• Binding: Paperback
• 276 pages

About the Author

Thomas Uphill

Thomas Uphill is a long-time user of Puppet. He has presented Puppet tutorials at LOPSA-East, Cascada, and PuppetConf. He has also been a system administrator for over 20 years, working primarily with RedHat systems; he is currently a RedHat Certified Architect (RHCA). When not running the Puppet User Group of Seattle (PUGS), he volunteers for the LOPSA board and his local LOPSA chapter, SASAG. He blogs at http://ramblings.narrabilis.com.

Most helpful customer reviews

1 of 1 people found the following review helpful.
I enjoyed the flow of topics that began with chapter 1 ...
By Josh Miller
Mastering Puppet - Second Edition was a book that I looked forward to reading. After finishing this book, it is clear that Thomas Uphill is not only experienced but a highly skilled professional in this field . Reading this book reminded me of 15 years ago when I began my IT career as a budding system administrator and I would read through the shell history of more experienced professionals to gain valuable insight and powerful command knowledge.

I enjoyed the flow of topics that began with chapter 1 on load and scale through chapter 10 on debugging and troubleshooting. While I was, at first, uncertain as to why load and scale were the first topic, it later made sense as making those decisions early on would have a huge impact on deployment considerations later on. This is, after all, "Mastering Puppet", not an introductory book. The book continues through node organization, (roles and profiles come later on), source control, modules, and custom facts, modules, and types, with reporting thrown in on chapter 7.

There was some confusion, on my part, in chapter 5 when Thomas presented the reader with an error and failed to explain it before starting the next section which then covered how to resolve the error. My expectation was that it would be resolved before moving on but it worked out in the end (duplicate package declaration).

I appreciated the inclusion of SELinux, filesystem ACLs, and security as integral topics as the role of the security professional should, in my opinion, be upon all of us professionals and not an isolated profession.

While I can easily recommend this book, I must admit some reservations. I feel that for a book that might cost $30-50 to purchase, the quality of the formatting and review should have been better, especially for a second edition book. There are blank pages between some chapters and not others, there are capitalization errors, missing spaces, screen shots on some output, text output on others, in a somewhat inconsistent manner. There are also some screen shots in the LVM section that completely omit the relevant portion of the screen shot (/dev/sdb). (I am reviewing the ebook formatted version.)

Thomas, thank you for the good read. I look forward to seeing the formatting issues addressed in a future version.

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