About | Global Sales Channel

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A NEW Business Book by

Andrea Brown & Belinda Brown

Paperback. Hardcover. Kindle

Available on Amazon U.S

Available on Amazon U.K

Who will benefit from this book?

Channel Managers - Get ideas, strategy and a disaster recovery plan
Leadership Teams - Understand how you get the best return
International Growth Teams - Guidance on where, what and when

We have seen organizations triple revenue in 12 months with killer channel programs as well as those that have failed miserably.

Where are you in your indirect sales channel journey?

Know nothing and are curious?

Have an underperforming existing channel?

Need to start one from scratch?

Wherever you are, this book will help you level up with guidance and practical tools.

About the book

Like many books this one was born out of years of knowledge, experience and a dose of frustration.

We have seen organizations triple revenue in 12 months with killer channel programs as well as those that have failed miserably.

We fell in love with resellers many moons ago. They have entrepreneurialism running through their veins, the ability to be agile, move fast with a hunger to succeed. Not to mention the characters who constantly keep us entertained and on our toes with their ideas and antics!

A good channel program is a fantastic addition to or sometimes alternative to direct sales when it is understood and done properly. The pandemic has increased the number of organizations launching channel programs. We all saw what happened when we could not travel. Having local partners protects organizations from that but more importantly can fast track sales with rapid go to market opportunities and results.

Belinda and I approach sales from two different angles. An expert in market research, brand development, and marketing, Belinda has worked with some of the world's leading brands in retail, FCMG, beauty and pharmaceuticals to provide actionable insights that guide decision makers.

For some organizations life quite literally depends on the validity and thoroughness of the research. That is the starting point before anything else. It is the behind the scenes work that no one sees but everyone relies upon. If you get it wrong your exposure to risk is of catastrophic proportions.

Having worked in this field for so long it is such a strange concept that companies go head first into sales and marketing plans without having done proper research and discovery. Large enterprises are still flying a guy to take a look at a few countries, have a few meetings, google a bit, present his findings and then use that as the foundation for the entire business strategy!

Belinda Brown

Andrea’s experience is in the go to market stages. With years of working with the world's leading print, technology and telecommunications brands she has seen first hand the joys and pitfalls of channel sales strategies.

"I have spent much of my career watching people get it wrong in channel, myself included. Guess work gets wrapped up in the latest channel strategy. Insert corporate bingo words of your choice. I often knew things were not right but was not in a senior enough position to rock the boat so did what I was told or what would be accepted to keep the pay cheque.

It was not until I got into more senior roles and actually started doing consulting that I saw the difference when you can actually steer the ship the way you want to based on what you know and have learned."

Andrea Brown

This book is an accumulation of both unique viewpoints. 30 years experience inseeing both what works and what does not. 30 years experience of seeing companies go gungho into programs and countries without doing their due diligence and then all scratching their heads a year later when it has failed.

We have seen savvy channel managers drag things out for 3 or 4 years under the premise of “it takes a while to build brand awareness in a new territory” before people start to question the ROI.