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...

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 ...

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 ...

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.

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...