"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.
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