Building Successful Partner Channels
The bestselling book about building and managing reseller channels in the B2B software industry
Even small software companies can build powerful independent channel partner networks – if they understand the fundamentals.
The crucial difference between doing business direct and indirect is hidden in the business model of the resellers. B2B software companies and their resellers have completely different value propositions and business models.
The channel approach is all about understanding and supporting the resellers’ business model.