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Videos uploaded by user “Hans Peter Bech”
Key Considerations for the Direct vs. Indirect Channel Approach
 
05:15
Also check my book on the same subject: https://www.amazon.com/Building-Successful-Partner-Channels-software/dp/8793116160 In this video, I discuss the main difference between the direct and the indirect go-to-market approach and how you can make the indirect approach work in your favor.
Views: 5079 Hans Peter Bech
Developing and Maintaining a Channel Partner Program
 
05:10
Also check my book on the same subject: https://www.amazon.com/Building-Successful-Partner-Channels-software/dp/8793116160 In this video, I discuss the channel partner program and the design principles we should apply building successful partner programs.
Views: 3536 Hans Peter Bech
The Process for Channel Partner Recruitment
 
04:50
Also check my book on the same subject: https://www.amazon.com/Building-Successful-Partner-Channels-software/dp/8793116160 In this video, I discuss the process for channel partner recruitment from early stage (no partners) to late stage (plenty of partners).
Views: 4492 Hans Peter Bech
When to choose an indirect channel?
 
06:51
Also check my book on the same subject: https://www.amazon.com/Building-Successful-Partner-Channels-software/dp/8793116160 In this video, I discuss the principles for when we can choose the indirect approach through independent channel partners and when are we better off going directly to the markets?
Views: 1361 Hans Peter Bech
An Introduction to The Anatomy of The Software Industry
 
36:17
Consumption of tele and data communication has exploded across all industries and the prices for basic services continue to decline. Meanwhile, pure play software innovators are offering OTT (over-the-top) value added services. So how do the telco vendors and their channel partners get a share of a market that grows in value rather than be shackled by obsolescence, commoditisation and price competition? In my keynote presentation at the CommsVision 2016 conference I give some of the answers to what it takes to start and run a successful software company.
Views: 477 Hans Peter Bech
The Channel in Your Value Proposition
 
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Also check my book on the same subject: https://www.amazon.com/Building-Successful-Partner-Channels-software/dp/8793116160 In this video, I discuss how can you design your value propositions to release the full potential your partner channel.
Views: 1293 Hans Peter Bech
Building Successful Partner Channels - Munich June 2016
 
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For some software companies the partner channel has been a major contributor to global success, but for most software companies making it work remains a depressing and constant struggle. In this workshop facilitated by the Amazon bestselling author Hans Peter Bech we have put together the pieces needed to generate domestic as well as international growth using a channel of independent partners to help us find, win, make, keep and grow happy customers. The workshop uses the Alexander Osterwalder business model framework and provides the attendees with a practical toolbox for designing attractive partner value propositions and channel partner programs. The workshop also gives the attendees inspiration for improving channel partner recruitment and management.
Views: 114 Hans Peter Bech
Building Successful Partner Channels, The Amazon #1 Bestseller
 
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Building Successful Partner Channels” is laying out the roadmap for achieving global market leadership through independent channel partners in the software industry. The book discusses when the indirect channel approach is advantageous and when we our best approach are direct to our customers. Using the Osterwalder business model framework the book provides guidelines for how to develop the channel partner strategy and design the channel partner program. The book also review the option of a 2-tier distribution model using distributors as well as the impact of the SaaS format of the relationship between channel partners and the software vendors.
Views: 470 Hans Peter Bech
How to Break Into Foreign Markets
 
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I had a conversation with Marylou Tyler (author of the two best selling books Predictable Revenue and Predictable Prospecting) on the challenges associated with breaking into foreign markets. Listen to the conversation here.
Views: 132 Hans Peter Bech
Business Model Management,  Munich, Germany, October, 2018
 
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Today’s markets are not conquered with excellent products, but with excellent business models. The statement “Build it, and they will come” unfortunately doesn’t apply to the vast majority of companies in the information technology industry. The objective of the workshop “Business Model Management in the Information Technology Industry” is to give information technology business development, marketing, sales and other revenue generating professionals a personal toolbox for growing their companies systematically and achieving global leadership in their selected market segments. The workshop will provide frameworks and tools, which the attendees can implement immediately in their personal work and/or across the teams where they operate.
Views: 13 Hans Peter Bech
Building Successful Partner Channels and Entering Foreign Markets
 
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Summery of 4 days of business development training for information technology industry executives delivered by Hans Peter Bech (TBK Consult) for the Sabanci University to TETSoft in Istanbul, Turkey.
Views: 250 Hans Peter Bech
The BECH Index 2014
 
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The BECH Index for a country is an indicator of that country’s share of the global demand for software related products and services. The BECH Index only estimates the relative demand capacity, not the absolute capacity. In order to estimate the absolute size of a specific market one will have to know the absolute size of this particular market in one of the major industrialized nations. An exception is countries with relative substantial oil resources compared to the rest of the economy. The BECH Index thus may overestimate the demand capacity for certain oil producing countries.
Views: 37 Hans Peter Bech
Entering Foreign Markets in the Information Technology Industry
 
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We help governments and information technology companies worldwide. We advise governments on how best to develop their local information technology industries and we advise individual businesses on how to become first local and then global market leaders.
Views: 84 Hans Peter Bech
Fra Damgaard til Microsoft - Introduktion
 
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Preben og Erik Damgaard er bare 21 og 23 år, da de starter virksomheden Damgaard Data. Otte år senere omsætter de for 100 millioner kroner og har 100 medarbejdere. Alles øjne er rettet mod de to brødre. Kan de med Damgaard Data gøre Danmark til en af verdens førende it-nationer? IBM køber sig ind og lover at hjælpe med den globale ekspansion. Men intet går som planlagt. ”Fra Damgaard til Microsoft” afslører hele historien om en af Danmarks ubestridte erhvervssucceser – fra vugge til voksen. Den giver et kig ind bag scenen i en industri, der er komplet uforudsigelig, hvor strategier ikke nødvendigvis fører til succes. Men det er også en fortælling om mennesker, ambitioner og snarrådighed. Og om at gå benhårdt efter sin drøm og bygge en succesfuld virksomhed op fra bunden. De vilkår som Damgaard Data var oppe i mod, gælder i dag for alle virksomheder i alle brancher. Nu er der et navn for det: disruption. Firmaer, der ligner vindere i dag, udraderes i morgen i et samspil af egne fejl, den teknologiske udvikling og konkurrenternes nådesløse dolkestød. Damgaard Data kom helskindede igennem og endte med at blive købt for 11 milliarder. Hans Peter Bech’s bog forklarer hvordan.
Views: 231 Hans Peter Bech
Revenue Generation as a Service
 
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I have interviewed Rick Pizzoli the founder and CEO of Sales Force Europe. Rick has been operating his “revenue as a service” model for more than 10 years and now has over 50 sales and marketing professionals across Europe working exclusively for technology companies. Visit: http://www.salesforceeurope.com
Views: 189 Hans Peter Bech
Building Successful Partner Channels,  Munich, Germany, October 2018
 
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The objective of this 2-day workshop “Building Successful Partner Channels in the Information Technology Industry” is to give information technology business development, marketing, sales and other revenue generation professionals an opportunity to review and discuss the issues related to growing local and global market share through a channel of independent business partners. The workshop primarily addresses issues related to growing revenue and market share of B2B information technology through a channel of independent resellers. Anyone responsible for strategies and activities associated with business development, marketing, sales and revenue generation through a channel of independent resellers should participate in this workshop.
Views: 30 Hans Peter Bech
Interview with EDTECH entrepreneur Özlem Turhan from Classloom
 
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EDTECH entrepreneur Özlem Turhan from Classloom is interviewed by Hans-Peter Bech, managing partner with TBK Consult. The transcript can be found at www.tbkconsult.com/blog
Views: 310 Hans Peter Bech
Selling Information Technology in the 21st Century
 
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The global information technology market is approaching USD 4 Trillion on an annual basis and represents one of the biggest and fastest growing industries in the world. On the supply side the market is affected by rapid changes such as declining development and delivery cost, changing delivery formats, decreasing barriers of entry, extreme economy of scale benefits and unprecedented global market reach opportunities. On the demand side the market is affected by increased transparency, steadily more literate users, preferences for simplicity and “best of breed” solutions as well as fundamental changes in the decision making processes. Hans Peter Bech reviews these changes and discusses how they will require a new charter between sales and marketing. Hans Peter discusses how these changes will generate the need for completely new skill sets in marketing and sales management.
Views: 132 Hans Peter Bech
5460 Miles from Silicon Valley
 
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The In-depth Case Study of What Became Microsoft’s First Billion Dollar Acquisition Outside the USA. The book is the detailed account of the history of Damgaard Data and Navision Software. Based on more than 200 hours of interviews as well as on research into more than 1,000 internal and external sources, it is an in-depth analysis of the grit, perseverance and more than a little good luck necessary for entrepreneurial success.
Views: 147 Hans Peter Bech
Software Industry Conference 2016 - Closing Keynote
 
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The presentation has the title Selling Information Technology in the 21st Century and covers how I see the challenges associated with rapid growth in the information technology industry and what we can do to win the race for global market leadership - the only comfortable position in this industry.
Views: 132 Hans Peter Bech
Building Successful Partner Channels
 
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*More than 80 reviews give this book 4.7 stars out of 5 possible* In this book, Hans Peter Bech shares his vast experience with building and managing independent channel partners in the software industry. Using the business model framework introduced by Alexander Osterwalder, the book gives the reader a practical approach for designing and implementing productive channels of resellers.
Views: 56 Hans Peter Bech
Building Successful Partner Channels, Salzburg, Austria, February 2017
 
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My 2-day workshop on Building Successful Partner Channels is for business development, marketing, sales and other revenue generation professionals in the information technology industry that work with attracting, recruiting and managing independent business partners. Some have asked me what the difference is between this workshop and my recent bestselling book with the same title. Well, attending a workshop is a completely different learning format than reading a book. In the workshop we work with the principles and we discuss how you can apply them in real life scenarios. You will have the opportunity to discuss your challenges with me and your industry peers that may also have ideas and experience that we can all learn from.
Views: 78 Hans Peter Bech
Software Industry Conference 2016
 
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Follow the research and preparation of my closing keynote presentation at the Software Industry Conference that will take place on March 17th in Bussum in the Netherlands. My presentation has the title Selling Information Technology in the 21st Century and will cover hover I see challenges associated with rapid growth in the information technology industry and what we can do to win the race for global market leadership which I believe is the only comfortable position in this industry. I will keep you updated on the issues that I will cover in presentation and you can use these hashtags to stay tuned and to ask questions you would like me to cover in the presentation.
Views: 138 Hans Peter Bech
Going Global on a Shoestring - The Author's Introduction
 
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“Going Global on a Shoestring” is written for entrepreneurs that understand the need for and the enormous potential offered by fast global growth, but need a framework for making it happen. The objective of the book is to provide a repository of ideas for how to start global expansion on a small budget, with only very few people and from a juvenile position in your domestic market.
Views: 27 Hans Peter Bech
Designing Scalable Revenue Generation Models
 
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Guest Lecture at the Sabanci University School of Management on April 4th 2016 at 13:40.
Views: 89 Hans Peter Bech
Building Successful Partner Channels
 
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Using a channel of independent companies to sell, implement and service our customers has a long tradition in the history of the software industry. For some software companies the channel has been a major contributor to global success, but for most software companies making it work is a constant struggle.
Views: 63 Hans Peter Bech
Business Model Management Workshop, Salzburg,  Austria, January 2017
 
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I offer my 2-day Business Model Management workshop exclusively for business development, marketing, sales and other revenue generation professionals in the information technology industry. All the case stories we use are from our industry and all the other attendees that you will meet and work with are from our industry also. I have added a few twists covering issues related to using indirect channels as this go-to-market approach is extremely popular in the information technology industry. We also discuss the challenges you face when you take your business global, which all information technology companies must do much faster than in other industries. I have cut out all the history stuff and all the comparisons with other strategy tool, so that we can spend all the time working with the business model canvas, the value proposition canvas, the business model environment and how to translate these concepts into activities and results.
Views: 59 Hans Peter Bech
About TBK Consult
 
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We are an international network of management consultants, business developers, marketing and sales professionals who help software companies to grow locally and globally. The objective of our services is to enable our clients to become leaders in their target markets.
Views: 17 Hans Peter Bech
Fra Damgaard til Microsoft Signerede Eksemplarer DK
 
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Signerede eksemplarer af bogen Fra Damgaard til Microsoft: Sådan gør du Du sender en e-mail til [email protected] der indeholder følgende informationer: Hvilken bog vil du have signeret: A: Hardcover 299,- (Første oplag, kun få eksemplarer tilbage og vil ikke blive genoptrykt!) B: Softcover udgave 199,- Hvem skal bogen signeres til: Angiv det navn, som jeg skal skrive i bogen Hvem skal bogen sendes til: Navn og adresse Hvis det er en gave, pakker vi den gerne ind og vedlægger et kort med din besked. Forsendelse er 60,- per bog for Danmark (med track & trace). (Hvis bogen skal sendes til udlandet, oplyser jeg prisen herpå.) Jeg sender en mail tilbage med oplysninger om, hvordan du kan betale. Leveringstiden er 1-2 dage.
Views: 16 Hans Peter Bech
How We Operate
 
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People across the globe people get the same ideas at the same time. With the proliferation of the internet and the declining cost of information technology the barriers of market entry keep shrinking.
Views: 30 Hans Peter Bech
Guest Lecture ITÜ Teknopark ARI6 on 5 April 2016
 
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A 1-hour guest lecture at the İTÜ Arı Teknokent (ARI6) on “Designing Scalable Revenue Generation Models in the Information Technology Industry.” The lecture is discussing how to design revenue generation models that can scale and produce revenue at steadily decreasing customer acquisition cost taking us past the tipping point and to market leadership.
Views: 21 Hans Peter Bech
ValuePerform - The  Fast Managent Alignment Tool
 
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We have developed a questionnaire with 60 questions that will show the current degree of alignment in any management team. The questionnaire takes less than 10 minutes to fill out. Compiling the questionnaires from a management team and producing the Alignment Report takes us less than 30 minutes.
Views: 39 Hans Peter Bech
Business Model Management, Garmisch-Partenkirchen, Germany, October 2016
 
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The objective of the workshop “Business Model Management in the software industry” is to give software executives a toolbox for growing their companies systematically and achieving global leadership in their selected market segments. The workshop is facilitated by Hans-Peter Bech, the author of the Amazon #1 bestseller "Building Successful Partner Channel."
Views: 16 Hans Peter Bech
Why clients come to us
 
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People across the globe people get the same ideas at the same time. With the proliferation of the internet and the declining cost of information technology the barriers of market entry keep shrinking.
Views: 50 Hans Peter Bech
Software is Eating the World
 
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This keynote presentation was first given at the 20 years anniversary of Proekspert on April 25th 2013 in Tallinn, Estonia This presentation is explaining how Estonia can become the richest nation in the world!
Views: 160 Hans Peter Bech
Entering Foreign Markets, Lisbon, Portugal, September 2016
 
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The objective of the workshop “Entering a Foreign Market” is to give software executives an opportunity to review and discuss the issues related to growing global market share. The workshop will provide frameworks and tools, which the executive can implement immediately after the workshop. The workshop is facilitated by Hans Peter Bech - the author of the Amazon #1 bestselling book "Building Successful Partner Channels."
Views: 97 Hans Peter Bech
What we do - TBK Consult
 
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Our clients are in a hurry and they know that no one can predict the future. They also know that no plan will survive the meeting with reality. Therefore, our clients have a strong inclination for testing assumptions against reality, learn and then correct if and when required. Some people call this approach agile, but we just call it common sense. When your limiting resources are your time and your cash position, then you take small steps until you are on solid ground before you scale. Making big and costly mistakes are not options in our client’s toolbox.
Views: 35 Hans Peter Bech