The ultimate route to market : how technology professionals can work successfully with global systems integrators, outsourcers and consulting firms

Cover; Half Title; Title Page; Copyright Page; Table of Contents; About the author; Acknowledgements; Preface; Introduction; An influencer driven sector. How did we get here?; Not another channel sale; Who is the book for?; A lucky break; The routes to reward; Sell to (for internal use); Sell with; Sell through; Sell to (for client use); Sell to as part of a managed procurement arrangement; How to navigate around the various routes to market: Stephanie's story; 1. Why do companies invest so much in hiring consultancies, systems integrators and outsourcers?