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Revenue Rocket Paperback – May 6, 2003
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"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
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.
Top Customer Reviews
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.
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.
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
Most Recent Customer Reviews
I bought this when I was working on business development. I did gave some ideas on what course to take it. But, I still don't think it was great. It was ok.Published on February 26, 2014 by Maria del Carmen Rodriguez
As a former channels-focused systems engineer during the early 90s, I often lamented the lack of proven techniques for channel development. Read morePublished on June 10, 2003 by M