Hans Peter Bech > Quotes

“Many software executives consider the independent channel partners as a readily available, flexible and inexpensive sales resource and nothing could be further from the truth. I”
― Hans Peter Bech, Building Successful Partner Channels: Channel Development & Management in the Software Industry.

“The job of the channel(s) is to find, win, make, keep and grow happy customers. In”
― Hans Peter Bech, Building Successful Partner Channels: Channel Development & Management in the Software Industry.

“as we provide our software solutions in a service based format we get something in return that the on-premise didn’t provide: insight. We can actually see how users are using our services and where they have issues and challenges and with this insight we can do something about improving the value and minimizing the churn.”
― Hans Peter Bech, Building Successful Partner Channels: Channel Development & Management in the Software Industry.

“An old saying states that “sales is marketing, but marketing is not sales” meaning that if I pick up the phone and call a potential customer then she will know about me and my company when the conversation ends, but seeing an ad, reading a blog post or viewing a video from my company may not make her call me initiating a sales process.”
― Hans Peter Bech, Building Successful Partner Channels: Channel Development & Management in the Software Industry.

“Osterwalder business model framework”
― Hans Peter Bech, Building Successful Partner Channels: Channel Development & Management in the Software Industry.

“The business model environment represents the risk that we must mitigate and the opportunities that we can take advantage of and is nicely organized into four areas helping the people involved in the business development analyze, discuss and understand the external world using the same terminology and structure.”
― Hans Peter Bech, Building Successful Partner Channels: Channel Development & Management in the Software Industry.

“In any market with perfect competition the price of any commodity will gravitate towards the marginal production cost. What is the marginal cost of producing an additional copy of a software product or adding an extra user? It is very close to zero. This is exactly the principle supporting business models where the software is provided free of charge, but where the services or some extensions around the products come at a cost. The”
― Hans Peter Bech, Building Successful Partner Channels: Channel Development & Management in the Software Industry.

“Channel partners prefer to work with the market leaders and not with unknown brands.”
― Hans Peter Bech, Building Successful Partner Channels: Channel Development & Management in the Software Industry.

“OSTERWALDER’S BUSINESS MODEL framework operates with two main perspectives: The internal perspective: the business model (the canvas)”
― Hans Peter Bech, Building Successful Partner Channels: Channel Development & Management in the Software Industry.

“Building successful channel partners requires that we understand their business models31 and manage to align them with our own business model. Our”
― Hans Peter Bech, Building Successful Partner Channels: Channel Development & Management in the Software Industry.

“We select our target customer segments, we design our value propositions to best serve these customer segments, we choose which type of relationships we will have with our customers and we choose which channels we will use to find, win, make, keep and grow our happy customers. We call this part of the business model the “Front Office.” Our front office activities will generate customers and revenue. In the “Back Office” of our business model we need to employ certain key resources that can execute certain key activities delivering our value propositions to our customers. The back office often builds relationships with key partners5 and the back office generates cost.”
― Hans Peter Bech, Building Successful Partner Channels: Channel Development & Management in the Software Industry.

“The external perspective: the business model environment (the four forces)”
― Hans Peter Bech, Building Successful Partner Channels: Channel Development & Management in the Software Industry.

“the choice of an indirect route requires more well-defined processes, more formal formats, earlier announcement of activities and events, longer lead times for changes and communication and collaboration platforms that are scalable and available 24/7.”
― Hans Peter Bech, Building Successful Partner Channels: Channel Development & Management in the Software Industry.

“Customer Acquisition Cost (CAC) is the total cost (marketing, sales and pre-sales) of acquiring a new customer. ACAC is the average customer acquisition cost. Customer Lifetime Value (CLV) is the gross margin we can expect from a customer over the lifetime of our relationship. ACLV is the average customer lifetime value.”
― Hans Peter Bech, Building Successful Partner Channels: Channel Development & Management in the Software Industry.

“I conclude that our business models are completely different from the business models of our channel partners and that we need to know and master both to become successful.”
― Hans Peter Bech, Building Successful Partner Channels: Channel Development & Management in the Software Industry.