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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 …

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