Concept: Partner Frameworks – Books

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Key books offering frameworks and tactics for building, managing, and scaling partner channels in SaaS, software, and B2B distribution.

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Partners & Channels (c_partners_channels)
Core Pillars (c_core_pillars)
Sales Strategy (c_sales_strategy)

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Partner Frameworks – Books

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2025-08-29T13:35:21.648Z

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2026-01-16T03:43:46.324Z

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# Partner Frameworks – Books

Key books offering frameworks and tactics for building, managing, and scaling partner channels in SaaS, software, and B2B distribution.

## Sell Through Partnering Skills – Janice B. Gordon

Broader B2B perspective. Introduces partnering intelligence: collaboration, co-selling, and trust-building.

## Building Successful Partner Channels in the Software Industry – Hans Peter Bech

Focused on software/SaaS. Explains the economics of partner-led sales, how to recruit the right partners, and how to avoid common traps.

## Cloud Channel Sales Playbook – Tony Mackay

SaaS/Cloud-specific partner selling. Emphasizes marketplace selling (AWS, Salesforce AppExchange), referral networks, and ecosystem bundling.

## Channel Sales and Management in Distribution – Robert Hastings

B2B distribution-focused, but solid frameworks for partner segmentation, incentives, and coverage models.

## The Channel Manager’s Playbook – Linda Archibald

Practical guide for managing partner relationships. Covers joint business planning, metrics, and co-selling.

## Making Channel Sales Work – Marcus Cauchi & David Davies

Tactical playbook on how to recruit, onboard, enable, and manage channel partners. Strong on building predictable pipeline through partners.

## The Channel Advantage – Lawrence G. Friedman & Timothy R. Furey

Classic on how to leverage indirect channels. Still relevant for SaaS → shows how to design win–win value props with partners.

Concept: Partner Frameworks – Books

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