Rating: 
Summary: Useful book in daily practice
Review: As a channel manager in a relative new channel marketing department I was looking for a better structure. This book is easy to read, uses a lot of best practice-examples and can be used very well in daily practice.
It gave me a lot useful information on good channel selection and how to deal with existing and new channels.
Rating: 
Summary: Very solid
Review: Cool book! Looks at all sorts of issues for today's channel strategist. The authors really hammer home the theme that your channel strategy must be about your customers and how they want to do business, which is often overlooked. There are just a bare minimum of silly buzzwords, and the authors have written a serious book with lots of detailed (and thankfully relevant) examples, case studies, and concise, actionable ideas.
Rating:
Summary: Absolutely Wonderful!
Review: Friedman goes right to it. Use the Internet! Don't just use one channel! Multiple channels reach multiple consumers! More customers means more sales! More Sales means more revenue! I'm not entirely convinced Friedman should have said profit--I think the recent stock market problems proves that revenue and profit are two different things. Or not, depending on your auditor.I used this with Michael Levine's Guerrilla PR: Wired for one reason. Friedman knows how to use the Internet, but Levine's book also has plenty of useful stuff. Why limit yourself? I think what separates this from other multiple channel advocates is Friedman's unabashed enthusiasm. It's rather contagious, and I found myself smiling more and more. It's nice to smile when reading a business book.
Rating:
Summary: Best book on channels, period.
Review: I honestly don't know how this book could have been better - I learned so much from that I can put to immediate use in building a reseller channel. There are a few other books out there on channels but this one is understood by everyone in the field to be the bible of channel strategy.
Rating:
Summary: Great book by well-known author
Review: I just returned from a conference in Sydney at which Mr Friedman was the keynote speaker. Mr Friedman is one of the leading strategists in the world today in the area of channel strategy. I have recently read this book The Channel Advantage, and it is excellent. Although it is introductory in nature it addresses virtually every issue today's channel manager or executive will encounter. Smaller companies can use this book to develop a clear sense of the Big Picture for growing their businesses. For larger companies the chapters on channel integration and economics will prove most useful.
Rating:
Summary: Great book by well-known author
Review: I just returned from a conference in Sydney at which Mr Friedman was the keynote speaker. Mr Friedman is one of the leading strategists in the world today in the area of channel strategy. I have recently read this book The Channel Advantage, and it is excellent. Although it is introductory in nature it addresses virtually every issue today's channel manager or executive will encounter. Smaller companies can use this book to develop a clear sense of the Big Picture for growing their businesses. For larger companies the chapters on channel integration and economics will prove most useful.
Rating: 
Summary: Go-To-Market Strategy: Today's Key Strategic Issue
Review: I set out to write The Channel Advantage with, to be honest, a very simple thought in mind. Look at today's market leaders - Charles Schwab, Dell Computer, Amazon, etc. - and you realize that top-performing companies are focusing not just on their products, but on how cleverly and creatively they bring those products to market. While competitors focus on incremental product improvements and "new-and-improved" mousetraps, today's leaders are rewriting the rules with e-commerce, telesales, strategic alliances and other innovative channels. Put simply, today it's not about what you sell; it's about how you sell it. There are lots of new go-to-market opportunities - but also lots of new challenges and issues. How should e-commerce fit into your overall sales strategy? How do you evaluate, and ultimately choose, new sales channels for your unique business? How do you figure out which channels would best align with customers' buying preferences and behaviors? Which mix of channels would produce the highest gains in sales growth? How do you "cover" the market with multiple sales channels in a way that will minimize conflict and deliver results? These are all substantial issues in many companies. As with my last book, Getting Partnering Right, I've tried to focus on providing good, illustrative cases and practical, digestible concepts that aren't buried in an avalanche of buzzwords and theories. Most executives and managers want tools and ideas they can put to use quickly. Tim and I set out to write a book that would have lasting value as a straightforward guide to the overall field of channel strategy. I believe the author-reader relationship should be a two-way dialogue. I welcome comments from readers who would like to exchange ideas and discuss channel strategy issues. Please feel free to contact me. And enjoy the book!
Rating:
Summary: A Sales Channel Blueprint
Review: Larry Friedman and Tim Furey have defined a blue print for the allocation of sales resources. The book has two key strengths: it is comprehensive (and generally well detailed); more importantly, it provides working templates for developing a channel strategy. "The Channel Advantage" presents logical starting points for channel analysis - our product-market focus and customer buying habits. It provides tools to access and compare channel economics and build and manage sales channels. Chapter 9, entitled "The Internet" is particularly important for senior executives who feel behind the Internet curve.
Rating:
Summary: A Sales Channel Blueprint
Review: Larry Friedman and Tim Furey have defined a blue print for the allocation of sales resources. The book has two key strengths: it is comprehensive (and generally well detailed); more importantly, it provides working templates for developing a channel strategy. "The Channel Advantage" presents logical starting points for channel analysis - our product-market focus and customer buying habits. It provides tools to access and compare channel economics and build and manage sales channels. Chapter 9, entitled "The Internet" is particularly important for senior executives who feel behind the Internet curve.
Rating:
Summary: Meaty
Review: Larry Friedman's book is the best I've read on channels. He delivers what he promises and does so with a highly readable style.
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