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Revenue Rocket Paperback – May 6, 2003


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Product Details

  • Paperback: 264 pages
  • Publisher: ProStar Publications, Inc. (May 6, 2003)
  • Language: English
  • ISBN-10: 157785389X
  • ISBN-13: 978-1577853893
  • Product Dimensions: 8.9 x 6 x 0.7 inches
  • Shipping Weight: 14.4 ounces (View shipping rates and policies)
  • Average Customer Review: 4.7 out of 5 stars  See all reviews (6 customer reviews)
  • Amazon Best Sellers Rank: #3,361,803 in Books (See Top 100 in Books)

Editorial Reviews

Review

"Revenue Rocket delivers powerful strategies what will challenge you to re-assess you company's approach to market leadership, strategic alliances, and sustained channel partner success." --Robert De Martino, Vice President Sun Microsystems

"A great roadmap for success. John Addison shows us how to get the best sales partners and make them successful. Your competition won't know what hit them." --Guy Kawasaki, Author, Rules for Revolutionaries, Selling the Dream

From the Publisher

Revenue Rocket shows how great companies sell with partners.

Nokia sells 200 million cell phones through partners who offer the phones along with wireless services. LeapFrog is the world leader in making learning fun for kids. It grew 10-fold in 3 years selling almost exclusively through partners. Technology giants Microsoft, Intel, and Cisco protect their market dominance by selling through complex global distribution channels.

Revenue Rocket is the first book to detail the new strategies to succeed with partners, instead of treating them like resellers. Revenue Rocket unveils 15 strategies for market leadership, partner excellence, and sales leverage. With real-life success stories, executives and sales professionals will learn how to inspire partners to achieve record sales. Revenue Rocket progresses through these three sections:

1. Market Leadership
2. Partner Excellence
3. Sales Leverage

Customers experience consistent values from market leaders in 3Cs: cost, creativity, or customer intimacy. Revenue Rocket also explains why most suppliers and their partners end up in another "C" category – confused.

Partner excellence is continually improved with 3Ms: mindshare, marketing, and money. Partners carry thousands of products. Mindshare and loyalty are achieved over time by working "shoulder-to-shoulder" to achieve success. Marketing involves creating integrated marketing that can be adapted to specific partner customer communities and solutions. Money is the best feedback to improving partner programs, as we learn how we improve partner profitability.

Sales leverage is achieved when partners, direct sales, and e-business work together, instead of in conflict. Sales leverage includes 3Ts: trust, team building, and take-off.

Real Life Research and Success Stories

In researching this book, over 1,000 companies were examined for their market leadership, channel programs, partner successes, causes of failures, and financial results. Consulting and workshops brought the author into direct contact with over 1,000 partner organizations in 20 countries. Learn these valuable lessons. Avoid the pitfalls. Build your own Revenue Rocket.

Customer Reviews

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Most Helpful Customer Reviews

2 of 2 people found the following review helpful By John McFadden on June 10, 2003
Format: Paperback
Mr. Addison provides a manual for successful channel management based on proven methods. I used this book as a model to prepare for and win job interviews, and now I am using it to grow an effective channel model for my organization.
Mr. Addison delivers valuable practical approaches laced with refreshing humor. I refer to Revenue Rocket often to help me focus for effective execution. The execute actions and sales actions,at the end of each chapter, are very practical and provide a formula for success.
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1 of 1 people found the following review helpful By Jeffrey Schachner on July 11, 2003
Format: Paperback
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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Format: Paperback
John Addison's "Revenue Rocket" provides significant value and insight to sales and marketing executives addressing "channel segmentation and balance." Which sales channels best serve your company's market focus? Who should become a partner? How do partners become more successful selling your products? What are the "do's" and "don'ts" of effective channel management?
In today's economy, it is a "buyer's market." Answers to these questions are critical to any company's profitability and long-term growth. In "Revenue Rocket," you will find clear examples, best practices, and actionable suggestions to strike the required balance in your distribution channels, direct sales and strategic partners. This book is full of practical advice about how to achieve market share growth and increase revenue, while managing cost of sales. Realize greater profits by nurturing the loyalty and confidence of your partners.
Nelson French, Principal
Early Advantage Partners
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