The Classic Virtues of Partner Channels – Now with AI as a Lever
The channel to global market leadership
This article was written by Hans Peter Bech and is read by an automated voice. Technology companies seeking to increase growth and market share through an indirect channel of business partners need to master many disciplines. The most important are still the classic virtues: understanding the business case, generating revenue, and creating and retaining satisfied customers. Artificial intelligence does not change these fundamental principles. But AI can make the work faster, cheaper and more precise, thereby improving the economics for both the vendor and its partners. In this article, aimed...
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De klassiske dyder i partnerkanalen – nu med AI som løftestang
The channel to global market leadership
En tekst skrevet af Hans Peter Bech og oplæst af en automatisk stemme. Teknologivirksomheder, der ønsker at øge vækst og markedsandel gennem en indirekte kanal af samarbejdspartnere, skal mestre mange discipliner. De vigtigste er stadig de klassiske dyder: forretningsforståelse, omsætningsgenerering og evnen til at skabe og fastholde tilfredse kunder. Kunstig intelligens ændrer ikke disse grundprincipper. Men AI kan gøre arbejdet hurtigere, billigere og mere præcist og dermed forbedre økonomien for både leverandøren og partnerne.I denne artikel, der primært retter sig mod...
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Building Successful Business Models
The channel to global market leadership
This article was written by Hans Peter Bech and is read by an automated voice. Many books about business models are written to cover all types of businesses and assumes a blank sheet of paper. They are written for readers about to invent something new: a startup, a disruptive concept, a fresh market position. That is useful in such situations, but it does not reflect the reality most companies face. Most businesses are already operating. They already have organisations, customers, products, channels, costs, and habits. Their challenge is not to invent a business model, but to manage the one...
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Cold Calling in the Age of AI and Multichannel Selling
The channel to global market leadership
This article was written by Hans Peter Bech and is read by an automated voice. When I first , social selling was the fashionable alternative. Salespeople were encouraged to establish a professional presence on LinkedIn, publish useful content, engage with potential customers and develop relationships before making a direct approach. Those activities have not disappeared. LinkedIn still measures them through its Social Selling Index, which covers professional branding, prospect identification, engagement and relationship-building. But the term social selling has...
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When AI Prospecting Becomes Spam
The channel to global market leadership
This article was written by Hans Peter Bech and is read by an automated voice. A year ago, this message might have impressed me. It refers to one of my books, understands its genre and identifies a genuine need: more exposure and more readers. Today, I receive several like it – every day. I have trained my mailbox to classify them as spam. The services offered are legitimate. Amazon optimisation, Goodreads promotion, email campaigns and book-club outreach may all have value. What undermines the message is the claim that the sender has carefully identified my book as especially suitable...
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Cold Calling in the Age of AI and Multichannel Selling – Part 2
The channel to global market leadership
In my previous article, , I defined cold calling as approaching a potential customer with whom the salesperson has had no previous contact. I also argued that calling potential customers on the phone can still be an efficient part of the revenue-generation process. However, whether it works depends on the target audience, the value proposition, preparation, support for salespeople, the design of the sales process, and how the activity is managed. This article examines a company that put those principles into practice.
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Using AI Tools to Analyse Workshop Discussions, Notes, and Illustrations
The channel to global market leadership
This article was written by Hans Peter Bech and is read by an automated voice. The use of AI tools to support workshop documentation and analysis is an integrated part of my upcoming book, "Building Successful Business Models." The reason is straightforward. Workshops often produce valuable insights, but the outcomes are poorly documented. Important observations, disagreements, priorities, and action points emerge during the discussion, yet much of this is lost when the session ends. One reason is practical: facilitating presentations and discussions while simultaneously capturing their...
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Anniversary - Twenty Years as an Independent Consultant
The channel to global market leadership
This article was written by Hans Peter Bech and is read by an automated voice.
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How Navision Cracked the North American Market
The channel to global market leadership
This article was written by Hans Peter Bech and is read by an automated voice.
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Når du skal opbygge en partnerkanal
The channel to global market leadership
En artikel skrevet af Hans Peter Bech og oplæst af en automatisk stemme
info_outlineRamBase is a cloud-based ERP solution that helps businesses within manufacturing and distribution gain control over their entire value chain from sales to production to delivery.
Founded in 1992, RamBase is a Norwegian-developed software-as-a-Service system born in the cloud and delivered by certified partners with extensive industry knowledge.
In this interview with Odd Magne Vea, CSO at Rambase, we discuss how they build their partner channel and the challenges they have to overcome as the new kid on the block.