The book applies the business model and business model environment frameworks developed by Alexander Osterwalder and Yves Pigneur and concludes that taking the indirect route to market adds an additional layer of complexity to our business model as we leave the control of finding, winning, making, keeping and growing happy customers to third parties.The book explains that the direct and the indirect go-to-market approach are not options we can choose freely between, independent of ...

Der Roman folgt dem dänischen Ökonomen Henrik Bertelsen, der Ende der 1970er Jahre zusammen mit seinem Bruder Jakob und einem Kollegen als Berater nach Saudi-Arabien reist. Ihr Auftrag besteht darin, ein modernes Verpflegungssystem für Krankenhäuser und öffentliche Einrichtungen zu entwickeln. Was zunächst wie ein berufliches Abenteuer erscheint, entwickelt sich zu einer tiefgreifenden Begegnung mit einer fremden Kultur, politischen Strukturen und moralischen Dilemmata. Während ihrer Arbei...

How do you build and manager a channel of more than 2,000 resellers serving over 100,000 customers across 30 countries? From a small corner of the world where English isn’t the main language.Navision did just that!When Microsoft took over in 2002, the total turnover of and around Navision’s products was in the order of DKK 17 billion (USD 3.4B) and the entire ecosystem employed over 20,000 people.“5,460 Miles from Silicon Valley” reveals the full story of two of Den...

For ussel mammon er Hans Peter Bechs anden roman i serien om Henrik Bertelsen og udspiller sig fra sensommeren 1985 til foråret 1986 – en tid præget af koldkrigspolitik, spirende reformtanker i Sovjetunionen og et vestligt erhvervsliv på jagt efter nye markeder i øst.Efter en forfremmelse til underdirektør i det amerikanske teknologiselskab Control Data får Henrik pludselig ansvaret for at åbne det sovjetiske marked for supercomputere. Opgaven er ambitiøs: Projektet skal både redde...

John le Carré meets Robert Harris, with this business-and-moral-dilemma dimension of a corporate geopolitical thriller.★★★★★“An exciting novel that feels like a genre of its own – entertaining, thought-provoking, and beautifully written. I was hooked from page one.”August 1985. The Cold War is beginning to thaw. But in Moscow, nothing is ever simple.Henrik Bertelsen is a Danish computer salesman, sent behind the Iron Curtain to help secure a deal that could sa...

Der dänische Ökonom Henrik Bertelsen führt ein geordnetes Leben im Kopenhagener Ministerium. Mit seiner englischen Frau Sammy plant er eine Wohngemeinschaft in Nordseeland und die Adoption eines indonesischen Kindes. Doch dann kommt der Anruf, der alles auf den Kopf stellt. Aus Saudi-Arabien. Krankenhäuser sollen ihre Küchen modernisieren. Ein Abenteuer, das aufregend beginnt – und in einem religiösen Inferno endet. In Mekka brechen Unruhen aus, Schüsse hallen, und Henrik kämpft ums Überle...

The book explains what it takes to build and manage partner channels in the software industry. The book uses the business model framework introduced by Alexander Osterwalder. It provides a practical guide for organizing the activities required to design productive partner programs as well implement these programs for the recruitment and management of partners that will find, win, make, keep and grow happy customers on our behalf.

Balladen i Mekka er første bind i en serie om hvordan samfundet og kulturen former livet for Aalborg-drengen, Henrik Bertelsen, der rives med af globaliseringen og den velstandsbølge, som rammer Danmark efter 2. verdenskrig.Handlingen foregår i tidsrummet juli til december 1979. Henrik sidder i et godt solidt job som fuldmægtig i arbejdsministeriet. Ved siden af underviser han på Danmarks Forvaltningshøjskole og på Københavns Universitet. Holder han næsen i sporet ligger karrieren s...

Going Global on a Shoestring is a handbook for the executives and business developers in small and medium-sized software companies that lay out the strategies for global expansion as well as perform the actual fieldwork with winning the first customers abroad.It is a book about how to get the first customers outside your domestic market. We could call it establishing the bridgehead for further growth. Getting that first solid bridgehead and then scaling it to market leadership are ...