Download or read book Channel Excellence written by Axel Schultze and published by Lulu.com. This book was released on 2007-12-01 with total page 328 pages. Available in PDF, EPUB and Kindle. Book excerpt: Channel Excellence reveals insights and provides guidance to leverage global partner networks. The author, Axel Schultze, has over 20 years experience in national and global channel development and built one of the largest high tech channels in the world. He describes 25 best practices based methodologies including channel strategies, partner recruitment, partner development, partner programs, channel sales & marketing and more. The author interviewed and worked with the most influential channel architects around the world and describes the most important stages in indirect sales to create a leading partner network. The author's provocative request: Don't confuse your sales model. Sell exclusively direct or exclusively indirect!