We get so caught up in conferences, Webinars, meetings and social media that it’s far too easy to overlook our reading. With that in mind, here are six carefully selected books that the Vartopia team highly recommends.
Building Successful Partner Channels: Channel Development & Management in the Software Industry by Hans Peter Bech
If you’re looking to understand the fundamental differences between direct and indirect sales strategies, then Hans Peter Bech’s book will be your bible. It emphasizes the importance of selecting channel partners with the same care as hiring top-performing salespeople. With a strong strategy and thorough partner evaluation, you can set your channel up for lasting success.
Who should read it?
- Executives
- Channel managers
Key takeaways:
- Partner selection is critical to success; choose wisely.
- Understand and adapt to the distinct dynamics of direct versus indirect sales.
Making Channel Sales Work by David Davies and Marcus Cauchi
The roadmap for channel success doesn’t need to be overly complicated, as this book that offers 10 transformative tactics to elevate your program goes to show. It’s a practical guide filled with strategies to build, maintain, and optimize channel partnerships, making it invaluable for both seasoned and aspiring professionals.
Who should read it?
- Channel managers
- Sales representatives
Key takeaways:
- Equip yourself with tools to manage the partner lifecycle effectively.
- Discover innovative approaches for gaining control and maximizing outcomes.
Secrets for Channel Managers by Peter Radizeski
Given how busy we all are, it must come as a relief to know that Peter Radizeski’s 38-page book delivers concise yet impactful tips for channel management. It’s a quick read packed with actionable advice, making it ideal for busy professionals seeking immediate insights.
Who should read it?
- Channel managers
- Those new to channel management
Key takeaways:
- Revisit essential principles of channel success you may have overlooked.
- Gain practical, straightforward advice to improve your channel strategies.
Channel Force: A Modern Methodology for Channel Revenue Growth by Craig Booth
Craig Booth’s book goes beyond surface-level advice to address the root causes of channel challenges. It provides a structured methodology for driving revenue growth and optimizing the performance of solution providers.
Who should read it?
- Business development representatives
- Channel managers
- Channel marketing managers
Key takeaways:
- Follow a step-by-step approach to building and scaling a channel.
- Align marketing strategies with your channel program for better results.
Going Global on a Shoestring by Hans Peter Bech
Expanding into international markets is a natural progression for growing businesses… and yet it’s not always easy and if managed poorly can sink a company. In this book, Hans Peter Bech (again!) shares strategies for securing customers abroad, complete with real-world case studies that demonstrate how to scale effectively without overspending.
Who should read it?
- Executives and founders
- Business development representatives
Key takeaways:
- Learn how to acquire your first international customers.
- Benefit from detailed case studies showcasing successful global expansion.
The Manager’s Guide to Distribution Channels by Linda Gorchels
Finally, Linda Gorchels’ comprehensive guide is a must-read as it covers the full lifecycle of channel management, from planning and setup to ongoing evaluation and optimization. At the same time it is anything but a dry read, thanks to its practical tools and real-world examples, this book is a trusted resource for anyone looking to refine their channel strategies.
Who should read it?
- Executives
- Channel managers
Key takeaways:
- Develop end-to-end channel plans for long-term success.
- Use self-assessment tools to measure and improve your channel’s performance.
Don’t Forget the Role of Technology
While these books provide a wealth of knowledge, technology plays a vital role in channel success. With the right tools, channel managers can streamline operations, enhance collaboration, and drive better results.
At Vartopia, we specialize in solutions designed to empower channel professionals. Request a demo today to learn how we can support your goals.
