Maximizing growth through partners in the software industry

Nov. 23, 2010 - PRLog -- "Growth through Partners", the whitepaper authored by Paul Solski of TBK Consult in Seattle USA, offers advice on best practice to Independent Software Vendors involved in choosing the most effective Go-To-Market (GTM) strategy.

Using a network of independent companies for reselling, implementation and/or providing customer service is a long-established practice in the history of the software industry. For some software companies this strategy has been a major contributor to global success, but for many others, making it work is a constant struggle.

‘Growth through Partners’ reviews the premises for choosing a direct versus an indirect GTM strategy and highlights the main reasons why indirect GTM strategies often fail.  Finally, the whitepaper provides a set of best practices based recommendations for how indirect GTM strategies can succeed.

‘Growth through Partners’ is written for CEOs and the boards of directors of Independent Software Vendors (ISV) who are working with or consider working with distributors and/or independent resellers as the main Go-To-Market (GTM) strategy.

The whitepaper can be downloaded from the TBK website www.tbkconsult.com

Paul Solski:
Prior to his engagement with TBK Consult Paul Solski spent 25 years with Hewlett Packard and Microsoft working with partners and building partner programs.  Paul Solski manages the TBK Partner Channel Development Competence Center based in Seattle, USA.

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TBK Consult specializes in international business development and is dedicated exclusively to internationalization in the software industry. All TBK partners have substantial C-level operational experience in selling and marketing software products and solutions at an international level.

As of November 1st, 2010 the company has offices in Denmark, Germany, Belgium, Singapore, Switzerland, Finland, UK, USA, France, Italy, Israel, the Netherlands, Madrid, Sweden, South Africa and India. Altogether more than 40 consultants are working out of 21 locations serving clients in the software industry.