Title: Excellent Guide For Channel Managers
Product review: As a Channel (agent) Manager for a CLEC telecomm company I was led to "Revenue Rocket" by VARbusiness Magazine's excerpts of this book that outline "10 Commonly Made Mistakes" in typing and segmenting channels.The key evidently, and thanks to Mr. Addison the author for this, is to properly recognize the 4 types of channel partners and manage the relationship with them differently.I was not doing this and the book and strategies detailed have helped me focus on seeing each partner tpye differently, especially through their training requirements, and coaching them to a common performance sales parameter.This is already leading to my better "coverage" of these partners, quicker and stronger callbacks, and better results from RFP's and proposals.Thank you, John Addison.
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