Channel Excellence

A lot of useful information except I would like to see more about pricing management for different partner levels. Recommended to anyone selling through partners.

This is an excellent book that provides a wealth of information in a very succinct way. As owner of an Enterprise SaaS company developing its channel this has been a reliable bible of information.

A very informative book for indirect sales. However, who edited it? Numerous problems with grammar, etc.

Its a great book. Gets straight to the point. Great insight and particularly useful around Channels for SaaS players. The world is moving to SaaS swiftly and the author gives some great insight, tips and examples. Ive been in Alliances and Channels for 20 years and can never stop learning.

For full disclosure I worked with Axel for over 15 years in the channel and held various positions as channel manager, channel sales, channel marketing.Let me share a quote from Axel during a meeting 10 years ago when he was discussing the impact of big channels. Quote Axel "When you think of competing with Microsoft - don't waste your time with a better product. Instead, focus on a plan to compete with more than 500,000 resellers and their approximately five million sales people.Axel Schultze describes in great detail best practices for all aspects of indirect sales - from channel strategy and partnerrecruiting, to partner programs, marketing and sales programs. The book pulls no punches in bluntly describing what works, what doesn't, and why.No matter if you are an old hand in the channel business or a rookie, the book provides 25 golden rules in channel management andpractical suggestions for putting each one to work.

Highly recommended as this contains sensible thinking and well tried and tested models for channel executives. It is especially useful for sales and marketing professionals new to the channel or for executives trying to understand how to increase their organizations effectiveness with the channel. It is clearly organized and I found it surprisingly easy to read. Some of the language reflects the authors own background but this is not a hindrance. I wish I had read this book years ago - there were many, many times I was nodding and agreeing with the lessons as well as getting a lot of new insight.