Summary:
"Building Successful Partner Channels" by Hans Peter Bech is a comprehensive guide designed to help businesses develop and manage effective partner channels in the software industry. The book uses Alexander Osterwalder’s business model framework to provide a practical approach for organizing activities required to design and implement productive partner programs. Bech draws on his extensive experience to illustrate how even small companies can build powerful, independent channel partner networks by understanding and supporting the resellers' business models. The book is particularly valuable for its step-by-step instructions on recruiting, managing, and growing partner relationships to drive business success.
Key Takeaways:
- Understanding Reseller Business Models: The crucial difference between direct and indirect business is embedded in the resellers' business models. Understanding and supporting these models are essential for building successful partner channels.
- Strategic Partner Recruitment: Effective partner recruitment involves creating an ideal partner profile, which helps in identifying and selecting partners that align with the company’s strategic objectives and market goals.
- Comprehensive Partner Management: Successful partner management requires providing resellers with the necessary tools, resources, and support to help them sell, deploy, and support the company's products effectively.
- Continuous Improvement and Adaptation: Building a successful partner channel is an ongoing process that involves continuously assessing and improving strategies to adapt to changing market conditions and partner needs.
- Leveraging Small Company Agility: Small companies can build strong partner networks by leveraging their agility and innovation. Success in partner channels does not require large resources but a smart approach to understanding and meeting reseller needs.
