Channel Excellence

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Focusing on global partner networks, this book offers valuable insights into channel sales development based on Axel Schultze's extensive experience. It outlines core channel economics and presents 25 best practices covering strategies, recruitment, development, and marketing. Drawing from interviews with influential channel architects, the author details key stages in building a successful partner network. The updated edition concludes with an innovative "Zero Margin Distribution" model, proposing a transformative approach to distribution in the industry.