Download or read book Channel Revolution written by Stefan Utzinger and published by Lulu.com. This book was released on 2010-12-14 with total page 326 pages. Available in PDF, EPUB and Kindle. Book excerpt: 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 ...