ChannelCorp Intelligence,
Archives — electronic version
All issues to date plus two key White Papers
ChannelCorp Intelligence — Archives is an electronic
version (pdf) of all issues of ChannelCorp Intelligence since
2002. Get up to date with the most thoughtful and insightful channel
strategy publication available in the IT world today. Issues in the Archives include:
ROI analysis of partner business education
How are your partners doing?
Seven diagnostic checklists
Crisis . . . what crisis?
R/E/A/L Channel Programs: are yours?
Crisis in channel management?1
Channel development . . . hoping for “A” while funding “B”
Channel development – the solutions . . . the big 5
Channel contraction . . . when less is more
Players, coaches and channel management performance
Urgently Needed . . . Sustainable R/E/A/L Channel Programs
Part 2 – Urgently Needed . . . Sustainable R/E/A/L Channel Programs
Players and coaches . . . roles, organization, measurement
Emerge the Trusted Business Advisor
Challenges for 2005: Fire Test Findings
Strengthening channel organizations, strategies and programs for success
Partner growth, investment and profitability
Partners attach services for growth and profit
Channel ecology and channel ecosystems (part 1)
Channel ecology and channel ecosystems (part 2)
Refocus on R/E/A/L channel programs
Refocus on R/E/A/L channel programs (part 2)
Channel management . . . the current state
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Click here to
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Reseller Management Handbook,
7th edition
$180 US / 256 pages / 167 figures
ChannelCorp’s 7th edition of the Reseller Management Handbook
is the premier guide for all managers, employees and entrepreneurs in
the computer hardware, software and telecommunications industries. It
has been written for those vendors looking to increase profitability
through channel partners, as well as for managers looking for how-to
information on business building and management improvement. The Reseller
Management Handbook has been critically acclaimed by vendors, industry
observers and channel members.
To see a chapter of the the Reseller Management Handbook
go to the Channel Edge section of
ChannelCorp Intelligence
Channels Handbook, 2nd edition
$180 US / 311 pages / 197 figures
The Channels Handbook is the definitive book on channels
and channel strategy in the computer hardware, software and telecommunications
industry. All of the critical questions that channel executives and
managers need answers to are answered in the Channels Handbook:
what are the target markets?
what are the product needs for completion?
what channel functionality is required?
what species of channel partner is required?
what business propositions are required?
what is needed to manage the channel relationship?
what has to happen in the vendor to align all of the functions?
are service channels different?
what about electronic channels?
are global channels different?
channels of the future or channels of the past?
The Channels Handbook is not an academic document. This
is a real reference manual for vendor managers who have anything at
all to do with indirect channels of distribution. It has been written
by one of the experts in the channels business, Bruce R. Stuart, CMC,
President of ChannelCorp Management Consultants Inc. It has been written
for employees in vendors who are looking to increase the performance
of their channel system and the return on their channel investment.
To see a chapter of the Channels Handbook go to the Vendor
Edge section of ChannelCorp Intelligence.
About the Author
Bruce Stuart is the President of ChannelCorp Management
Consultants Inc., a global management consulting and executive education
firm that specializes in increasing the performance of the channel management
and channel development activities of high technology companies. For
over fifteen years he has been assisting resellers in the computer industry
increase the value of their businesses with executive education, management
consulting, articles, and books.
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