The distribution of IT products is characterized by am extremely dynamic market. “Channel Revolution” provides answers and advice on how to manage the challenges of IT distribution in both traditional and online channels.
Agoura Hills / (CA) USA, March 10, 2011 – The new IT business guide, “Channel Revolution” provides a pragmatic approach to successfully building an indirect IT sales channel. The book explains why, in times of the cloud, SaaS and increasing globalization, taking a revolutionary approach is the way to go – and how to make it succeed.
Stefan Utzinger, the author of “Channel Revolution”, is CEO of NovaStor Software (www.novastor.com), a leading vendor of software solutions for data protection and availability. Based on his 20 years of experience in the IT channel, Utzinger has published a guide presenting startling facts, strategic thoughts, down to earth calculations as well as practical advice.
The IT Channel – A Vital Driver of Innovation and Sales
The key thesis of Utzinger’s „Channel Revolution” is that it is imperative for IT providers to cooperate with the channel if they wish to be successful. “Without the channel, manufacturers will lose touch with the market and its users and will finally notice a drop in demand. Without the channel, innovations will fail to meet market needs, resulting in deadlock,” says Utzinger of IT vendors who refuse to cooperate with the channel.
On the other hand, working with the channel does not automatically result in an increase in profits. It presents many opportunities, but also many challenges. Stefan Utzinger offers informative insight into the channel landscape – from selecting adequate channel partners to managing cost structures in the indirect channel, dealing with one or several distributors and responding to innovations such as cloud computing and software as a service. Utzinger also identifies complex reciprocity between product development and channel strategy as well as service and license fees and finally, furnishes a guideline that supports vendors to find their own way to success.
“Channel Revolution, a pragmatic guide to building and maintaining a profitable channel” is available from amazon.com and www.Lulu.com. Further information and useful downloads can be found on www.channel-revolution.com.
“Channel Revolution explains things like how to select the right channel partner, how to deal with discounts, and many other useful insights. I wish to prevent suppliers from failure caused by trust in outdated channel myths and to show them strategies that are more appropriate in today’s market environment – and more likely to lead to joint success,” says Stefan Utzinger, author of “Channel revolution” and CEO of NovaStor.
NovaStor (www.novastor.com) is a leading international provider of software solutions for data protection and availability. NovaStor provides software, SaaS solutions and services for local and online backup, restore and retention of business-critical data. Clients include home, mobile, and SMB users, service providers as well as international corporations. NovaStor’s cost-effective solutions are platform- and hardware-independent and ensure that optimal technological and economical use is gained from the customer’s existing and future IT environment. NovaStor is headquartered in Switzerland (Zug), has offices in Germany (Hamburg) and the USA (CA, Agoura Hills), and is represented in numerous other countries through partnerships.
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