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99 Questions To Jump Start Your Partner Channel Brain Paperback – February 14, 2011

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Editorial Reviews

Review

You can read through this book in 20 minutes, but you can (and should) think about its questions for years. Companies who take John s 99 questions seriously, answer them thoughtfully and execute on those answers will see their channel business accelerate dramatically because they ll be thinking about success through their partners eyes. As a journalist who regularly writes about channel programs, I ll be using my copy of this book like a cheat sheet of questions for upcoming interviews with channel executives.

SCOTT BEKKER,
EDITOR IN CHIEF, REDMOND CHANNEL PARTNER MAGAZINE



John Fox has topped his landmark book Marketing Playbook , with his 99 Questions to Jump Start Your Channel Partner Brain . These 99 thought-lasers will energize both your marketing and channel growth dramatically. Buy it! Try it!

JIM CECIL,
CHAIRMAN, CO-FOUNDER OF NURTURE MARKETING, INC.



John is one of the few people who speaks with authority about B2B sales channels, distribution and channel conflicts and who simultaneously understands online marketing, direct marketing and the rigors of small business. When you must combine those fields of expertise there are few who can match him. I urge you to hang on his every word.

PERRY MARSHALL,
PERRYMARSHALL.COM (10,000+ AFFILIATE CHANNEL PARTNERS)



John Fox knows what keeps channel marketers up at night. 99 Questions is an invaluable tool for exploring and improving your relationship with your partners.

STEVE GREENE,
CHAIRMAN, CEO, ALPHA MARKETING



John, your concise, common-sense questions provoke the type of practical thinking that can transform a business, encouraging immediate and positive action.

--

ROGER C. PARKER,
PUBLISHEDANDPROFITABLE.COM



John Fox has topped his landmark book Marketing Playbook , with his 99 Questions to Jump Start Your Channel Partner Brain . These 99 thought-lasers will energize both your marketing and channel growth dramatically. Buy it! Try it!

--

JIM CECIL,
CHAIRMAN, CO-FOUNDER OF NURTURE MARKETING, INC.



John is one of the few people who speaks with authority about B2B sales channels, distribution and channel conflicts -- and who simultaneously understands online marketing, direct marketing and the rigors of small business. When you must combine those fields of expertise there are few who can match him. I urge you to hang on his every word.

--

PERRY MARSHALL,
PERRYMARSHALL.COM (10,000+ AFFILIATE CHANNEL PARTNERS)

About the Author

B2B marketing consultant and author, John Fox helps companies discover and implement the highest payoff (yet affordable) strategies and tactics for their Sales Team and Channel Partners.

John is President of Venture Marketing, a consulting firm serving businesses that want to drive more revenue through independent distribution channels. He s spent his career on the front lines as a true business developer creating new sources of revenue and expanding existing channels for small-midsize businesses (SMB) throughout North America.

John is also author of Marketing-Playbook -- The Definitive Guide to B2B Marketing. Endorsed by Seth Godin, Guy Kawasaki, Al Ries and Doug Hall, the Playbook provides detailed instructions for implementing more than 100 sales-driven B2B marketing strategies.

John welcomes your correspondence and can be reached a variety of ways, including:

LinkedIn: johnfox
Twitter: b2bmarketing

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Product Details

  • Paperback: 124 pages
  • Publisher: EagleCross; First edition (February 14, 2011)
  • Language: English
  • ISBN-10: 0975527827
  • ISBN-13: 978-0975527825
  • Product Dimensions: 8.4 x 5.4 x 0.4 inches
  • Shipping Weight: 7.2 ounces (View shipping rates and policies)
  • Average Customer Review: 4.5 out of 5 stars  See all reviews (10 customer reviews)
  • Amazon Best Sellers Rank: #1,557,046 in Books (See Top 100 in Books)

More About the Author

All you need to know about me is that I get stuff started. Important, profitable, new direction initiatives that drive top-line revenue and can't be solved by anyone on your current team. I iterate quickly. I get things off the launchpad.

I'm always looking for opportunities to make profitable connections between people, products and ideas that create new markets, mashups and business opportunities.

I'm a hands-on sales & marketing practitioner. I've actually carried a bag, lived out of a suitcase, made quota and successfully sold new technologies for companies no one's ever heard of. Run marketing. Always created value for my sales teams.

I wrote The Marketing-Playbook--The Definitive Guide to B2B Marketing. Endorsed by Seth Godin, Guy Kawasaki, Al Ries, Rieva Lesonsky and Doug Hall, the Playbook provides detailed instructions for implementing more than 100 sales-driven marketing strategies for small businesses. Think of it as a marketing director's cookbook for serving everything from appetizers to the main course to dessert. (See: http://www.marketing-playbook.com/buzz.)

In early 2011, I wrote my second book: 99 Questions to Jump Start Your Partner Channel Brain (endorsed by Jill Konrath, author of SNAP Selling and Selling to Big Companies). It's a book filled with questions I challenge anyone to answer about their Channel Partners. If the term "Channel Partners" is a new one for you, Channel Partners are anyone selling your products and services who are NOT your employees. Think: resellers, reps, dealers, affiliates, OEMs, distributors, VARs, brokers...the classic middle-men. Since the majority of companies (of any size) go to market through channels today, I thought it was time for a book that stimulated neuron-firing and action.

Most recently, I've been producing a series of Mindmeld microconferences, where I personally recruit 60 of the greatest minds in a particular vertical to record their answer to a hot-topic question. See: http://PPCMindmeld.com

Customer Reviews

Most Helpful Customer Reviews

1 of 1 people found the following review helpful By Mark J. Welch on April 11, 2014
Format: Paperback
As other reviewers have mentioned, this book doesn't contain much actual content: there are 99 questions, plus a few follow-up questions. (When I reformatted the text, it fit easily on six pages.)

But the questions are very useful, very insightful, and very helpful to me as I work on planning a new Channel Partner Program. From the questions, I've already identified a handful of "new issues" to plan for, and I suspect that when I return to re-read the questions, I'll find many more.

Since I got this as a free ebook, I was completely satisfied with the book. I'm not sure I would have felt quite as satisfied if I'd paid $20 or even $15 for the print version, though I imagine some folks would appreciate the opportunity to take notes in the ample white space.

If the author added one or several paragraphs of elaboration alongside each question, to make it feel like "more" content, I doubt it would be helpful.
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Format: Paperback
I've been involved with channel partners of all types in the last 30 years; distributors, VARs, manufacturer's reps, integrators, and so on. Yes, technology has radically changed how you communicate to partners. And yes, competitive pressures have changed staffing and profit levels. Yet the basics are more important than ever.

You can use Twitter, Google, marketing automation, websites to be effective. But not if you don't know your basics. What makes your channel partners tick? How do you fit into their overall product lines? How are you complimentary? Where are they strong, and where are they weak? How do you get that "unfair" mindshare? What is the clear message?

Just as a key feature of a great salesperson/sales manager is the ability to listen, so it is to know what questions to ask. Mr. Fox excels in this arena. His 99 questions drive right to the heart of what it takes to know how to get the most out of your channel partners. Highly recommended.
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Format: Paperback
In a word, this book is practical. To use more words, I would add essential, efficient and effective. I've both been the channel and to have sold to and through channels for most of my career. These 99 questions hit home for me. Building a channel program that drives revenue is critical for survival in many industries.

John has provided a toolkit to help you think like your channel partner and to create a program that will drive revenue.

If I have to pick just one, #25 is my favorite.

Read it and become the partner all the vendors want to work with.
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Format: Paperback
John Fox has cleverly created a new schema to address the complex issues involved in managing channel partner relationships. It's not just about knowing the answers to the questions, but in knowing the questions themselves. In doing so, John provides real, revealing insights into how build successful channel programs. I believe there is tremendous insight to be gained from John's book and his approach to channel strategy. Now... go find the answers!
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By GregfmTC on April 11, 2011
Format: Paperback Verified Purchase
Basically the book is exactly what it says it is, 99 questions that's it.

I was hoping that this book would at least expound on each question and provide some insight on each question beyond one paragraph but it does not. This would have made a good white paper or Blog but not as a book. There are probably 10-15 good questions that can help your organization out with evaluating your relationships with your VARs in fairness.
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