Channel Excellence

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 sales development and built one of the largest high tech distribution channels in the world. He describes the core of channel economics and 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. In this 2nd Edition the book finishes with a highly provoking "Zero Margin Distribution" model, the most disruptive business model since the existing of distribution. The author's provocative request: Don't confuse your sales model. Sell exclusively direct or exclusively indirect!