Revenue Rocket

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.

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.

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, PrincipalEarly Advantage Partners

If you care about generating profits through partnerships then Revenue Rocket by John Addison is essential reading. John's years as a very successful channel strategist, sought after consultant, and respected professor have been distilled it into an easily understandable format that should be read, studied, discussed and then implemented. John's insights and strategies have benefited some of industry's largest companies. Now that wisdom is available to everyone who reads Revenue Rocket. I'm reading it for my third time!