To view the slide deck used in this session: 12 June presentation[1]
To find a recording of the session, go here: https://recordings.join.me/x0fhPMKuSEiAQqLW88eVAQ
Channels Handbook:
Channels Handbook (referred to in presentation)
Order: “http://www.channelcorp.com/publications-order.php”
This is the third edition of the Channels Handbook. It is unique in the IT industry. The Channels Handbook is the premier management and channel strategy guide for all personnel having direct or indirect contact with their organizations’ channel partners or the organization’s channel strategy.
CHANNELCORP ?Founded in 1989 by Bruce and Margaret Stuart, ChannelCorp is the IT world’s leading channel economics, partner finance and channel growth consulting and executive education firm.
Our consulting services have helped hundreds of vendors, distributors and channel partners from around the world increase the value of their businesses. In many cases we have worked with companies and their people for more than a decade.
Our live public and in-house workshops and education events have been attended by thousands from around the world. Our webinar and video-on-demand programs for major IT organizations cost effectively reach vendor and channel partner personnel worldwide.
When appropriate we would be pleased to discuss our consulting services and executive education client list. We are trusted as advisors to the most influential channel executives in the industry.
We have written and published more books and articles on channel strategy and partner profitability than any other organization in the world. The Reseller Management Handbook (8 editions), the Channels Handbook (3 editions) and the Ecosystems and Alliances Handbook (2 editions) are cornerstones of channel knowledge in the global IT industry. We have published in excess of 700 articles.
ChannelCorp is the IT world’s leading channel economics, partner finance and channel growth consulting and executive education firm. We are innovative business people who work with good businesses to make them better. We excel at tough, complex, financially-oriented problems in the channel – problems that require solutions with impact and longevity.
We are confident that you will find the third edition of the Channels Handbook to be a valuable addition to your library.
Contents
Channels Handbook
Think strategically about growth
- 1 Fire test to find growth 3
- 2 Strategy checklists to grow. 13
What are the target markets?
- 3 Target and segment . 25
- 4 Connective concepts for growth 31
- 5 Distribution intensity and growth 35
What are the complete products?
- 6 Product completeness and growth 45
- 7 Products ready for channels to grow . 49
What is growth in channel functionality?
- 8 Channel functionality and channel development growth 57
- 9 Channel system as work-in-progress . 67
- 10 Ecosystem growth and expansion 73
- 11 Ecosystem contraction 83
What are channel ecosystems?
- 12 Ecosystems and channel history 91
- 13 Old school vs. new school 99
- 14 Business partners need to know . . 105
- 15 Vendors and distributors need to know . . . 113
What species to grow with?
- 16 Are your business partners in trouble? 121
- 17 Distribution 129
- 18 Distributor transition? 137
- 19 Volume vs. value
- 20 Electronic channels – impacts \149
- 21 Value models . 155
- 22 Systems integrators . 163
- 23 Agency models 167
- 24 Consultants………… 171
Monetize channel programs to grow
- 25 R/E/A/L channel programs 179
- 26 Monetized business propositions 189
- 27 Business partners look for . . 195
- 28 Channel marketing programs 197
- 29 Audit business propositions for growth 203
- 30 Monetization case study 207
Where is channel management going?
- 31 Boundary spanning role 221
- 32 Profiling the best. 225
- 33 Channel conflict 229
- 34 Changing channel management 233
- 35 Measure channel management 237
Service channel strategy
- 37 Service channel architecture 245
- 38 Are service channels different? 251
- 39 Service channel diagnostics 257
Channel merger issues
- 39 Merging IT companies 269
- 40 Play offence and defence 273
Here we grow again
- 41 Grow BRIC markets 279
- 42 Channel structure development 285
- 43 Investments and impediments 291
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