Год выпуска: 2011 Автор: Stefan Utzinger Издательство: Lulu.com Страниц: 324 ISBN: 144672350X
Описание
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
