6 Books About Partner Enablement Software You Should Read

No matter how good you are at managing your channel, you can always improve. In addition to attending conferences, listening to webinars, and staying on top of industry news, you should also read some of the most helpful books that have been written about partner enablement software over the years. Although this list isn’t exhaustive, here are six books about the channel the Vartopia team enthusiastically recommends. Keep reading to learn a brief synopsis of each of them, the key takeaways, and who might benefit the most from reading.

Building Successful Partner Channels: Channel Development & Management in the Software Industry by Hans Peter Bech

Hans Peter Bech’s  Building Successful Partner Channels: Channel Development & Management in the Software Industry outlines the differences between direct and indirect go-to-market sales approaches and explains why hiring channel partners should look the same as hiring top talent in sales. By developing a strong channel strategy and conducting due diligence to make sure you join forces with the right partners, you significantly increase your chances of success. Who is it for?

• Executives
• Channel managers

Key takeaways:

• Be selective in the partners you choose to work with.
• Understand the differences between direct and indirect channel sales and adjust your strategies accordingly.

 

Making Channel Sales Work by David Davies and Marcus Cauchi

David Davies and Marcus Cauchi share 10 incredible tactics you can use to bolster your channel program and turn it into the envy of your peers in  Making Channel Sales Work. This book outlines what you need to do to build and operate effective channel programs—making it a must-read for channel managers and sales reps alike. Who is it for?

• Channel managers
• Sales reps

Key takeaways:

• Obtain tools that will help you achieve desired outcomes across the entire partner relationship lifecycle.
• Learn unconventional methods that will give you more control over your channel and increase your opportunities and outcomes.

 

Secrets for Channel Managers by Peter Radizeski

In  Secrets for Channel Managers, author Peter Radizeski shares three quick tips on what you can do to maximize your channel outcomes. If you’re the kind of person who doesn’t like to read long books, this might be a great fit for you. This book clocks in at 38 short pages, meaning you should be able to get through it in one sitting. Who is it for?

• Channel managers
• Those who are new to the channel

Key takeaways:

• Relearn the secrets to channel success that you know, but may have stopped using.
• Get a clear and concise look at what channel managers, indirect sales managers, and partner managers can do to be more effective in their work.

 

Channel Force: A Modern Methodology for Channel Revenue Growth by Craig Booth

Although there have always been people offering tips on how to improve the channel, most tips are designed to address the symptoms of the problems—not the root causes. In Craig Booth’s  Channel Force, you’ll learn how to bring structure to the channel and the telltale signs that indicate whether your solution providers are reaching their full potential. Who is it for?

• Business development reps
• Channel managers
• Channel marketing managers

Key takeaways:

• Figure out exactly what you need to do during each step in the process of building and scaling a channel.
• Determine how to align channel marketing strategies with your channel program to maximize results.

 

Going Global on a Shoestring by Hans Peter Bech

As you begin focusing on scale, you’re going to need to look outside the borders of your own country to get to the next level. In  Going Global on a Shoestring, Hans Peter Bech outlines what you need to do to lock down new customers in foreign countries. Who is it for?

• Executives and founders
• Business development reps

Key takeaways:

• Learn how to get your first customer outside of your domestic market.
• See real-world case studies from the industry that show how to do so.

 

The Manager’s Guide to Distribution Channels by Linda Gorchels

Although successful channels can lift your company to the next level, making mistakes can set your efforts back significantly. With the right approach and the right tools in place, it’s possible to achieve the results you’re hoping for with your channel. In  The Manager’s Guide to Distribution Channels, Linda Gorchels outlines how to evaluate every facet of your channel and make sure your teams are aligned. Who is it for?

• Executives
• Channel managers

Key takeaways:

• Learn how to plan, set up, and manage a channel, end to end.
• Use self-assessment tools and real-world case studies to see how your channel stacks up against other channels, and what you can do to improve.

 

Read the books, but don’t forget about technology!

Although these books can help you deepen your knowledge of the channel, don’t forget about the critical role tech plays in the process! Just like the best carpenter in the world can’t do much without a hammer, the best channel manager can’t get the results they need unless they have the right technology in place. We may be a bit biased, but we believe that Vartopia is the best tool for the channel.  Request a demo today to learn more about why Vartopia is the ideal channel tech solution for companies like yours.