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Revenue Rocket (Paperback)

~ John Addison (Author) "Launch a Revenue Rocket with the strategies in this book..." (more)
Key Phrases: revenue rocket, lifetime customer relationships, best channel partners, Sun Microsystems, The Walt Disney Company, Home Depot (more...)

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Transforming Your Go-to-Market Strategy: The Three Disciplines of Channel Management by V. Kasturi Rangan
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Editorial Reviews

Review

"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

"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

"Revenue Rocket is essential reading for anyone who hopes to succeed with channel partners." -- VARBusiness Magazine, March 3, 2003

Product Description

Increase sales with 15 strategies and 110 action items for selling with partners. Inspire your partners to achieve record sales for you. Compel distribution channel partners to make you #1. Learn from real-life success stories. And more!

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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: 5.0 out of 5 stars See all reviews (8 customer reviews)

Amazon.com Sales Rank: #1,683,328 in Books (See Bestsellers in Books)

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Inside This Book (learn more)

First Sentence:
Launch a Revenue Rocket with the strategies in this book. Read the first page

Key Phrases - Statistically Improbable Phrases (SIPs): (learn more)
revenue rocket, lifetime customer relationships, best channel partners, intimate leaders, direct sales teams, multiple touchpoints, marketing development funds, solution integrators, customer intimate, sales leverage, partner excellence, confused companies, sales coverage, partner website, partner loyalty, cost leaders, serial polygamy, leader partners, channel revenue, lifetime customers, creative leaders, market share leader, channel sales, disruptive technology, strategic allies

Key Phrases - Capitalized Phrases (CAPs): (learn more)
Sun Microsystems, The Walt Disney Company, Home Depot, Tech Data, Wall Street, Bill Joy, General Electric, Joe Womack, Time Warner, Cap Gemini Ernst, Clayton Christensen, Digital Equipment, Merrill Lynch, Mickey Mouse, John Chambers, Microsoft Windows, Only the Paranoid Survive

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Citations (learn more)

This book cites 13 books:

Crossing the Chasm by Geoffrey A. Moore on 4 pages
Inside the Tornado: Strategies for Developing, Leveraging, and Surviving Hypergrowth Markets (Collins Business Essentials) by Geoffrey A. Moore in Front Matter, page 113, and page 114
Only the Paranoid Survive by Andrew S. Grove on page 101, and page 213
Rules For Revolutionaries: The Capitalist Manifesto for Creating and Marketing New Products and Services by Guy Kawasaki in Front Matter, and page 20
The Little Mermaid by Hans Christian Andersen on page 230

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Customer Reviews

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5.0 out of 5 stars (8 customer reviews)

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Most Helpful Customer Reviews

2 of 2 people found the following review helpful:

5.0 out of 5 stars Partnering Execution Guide, June 10, 2003

By	John McFadden (Philadelphia, PA) - See all my reviews

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:

5.0 out of 5 stars Excellent Guide For Channel Managers, July 12, 2003

By	Jeffrey Schachner (Los Angeles) - See all my reviews

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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1 of 1 people found the following review helpful:

5.0 out of 5 stars Channel Segmentation and Balance for Profit, April 3, 2003

By	Nelson French (Pleasanton, CA United States) - See all my reviews

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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Most Recent Customer Reviews

5.0 out of 5 stars Channel Segmentation and Balance for Profit, April 3, 2003
John Addison's "Revenue Rocket" provides significant value and insight to sales and marketing executives addressing "channel segmentation and balance. Read more

Published on June 10, 2003 by Nelson French

5.0 out of 5 stars Highly Recommended
As a former channels-focused systems engineer during the early 90s, I often lamented the lack of proven techniques for channel development. Read more

Published on June 10, 2003 by myoffee

5.0 out of 5 stars Highly Recommended
As a former channels-focused systems engineer during the early 90s, I often lamented the lack of proven techniques for channel development. Read more

Published on June 10, 2003 by myoffee

5.0 out of 5 stars Partnering Execution Guide
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... Read more

Published on April 2, 2003 by John McFadden

5.0 out of 5 stars Generating profits through partnerships
If you care about generating profits through partnerships then Revenue Rocket by John Addison is essential reading. Read more

Published on March 28, 2003 by mtoback1

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