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Channel Revolution is a pragmatic guide to successfully building an indirect IT sales channel. Stefan Utzinger explains why in times of the cloud, SaaS and increasing globalization, taking a revolutionary approach is the way to go. The book gives detailed advice on the following topics: - Selecting and attracting the right channel partners - When to use project versus product oriented resellers - Managing the pipeline - Delivering larger projects with your partners - Effectively generating and managing leads - The right discount strategy - And much more

• Sales Rank: #1049866 in Books
• Brand: Brand: lulu.com
• Published on: 2011-01-07
• Original language: English
• Number of items: 1
• Dimensions: 9.00" h x .81" w x 6.00" l, 1.05 pounds
• Binding: Paperback
• 324 pages

Features

• Used Book in Good Condition

Most helpful customer reviews

5 of 5 people found the following review helpful.
A Must Read for Channel Pros: Channel Revolution
By Patrick Schutte
If you have been in the channel space for a while, you know that the resources dedicated to channel excellence are few and far between compared to the mass of volumes dedicated to the direct sales process. Well, thanks to Stefan Utzinger's new book, Channel Revolution, we now have a solid reference on how to build, nuture, and maintain effective channels and channel teams.

The book is subtitled, "A pragmatic guide to building and maintaining a profitable channel," and it is truly that, as it offers not only the theory of leveraging indirect channels, but is a step-by-step guide on how to build and manage your channel team and programs. It is an easy read chock full of examples and charts that will spark your imagination as your read it. You'll find yourself jotting down action items to immediately apply to your channel programs.

Some of the information he presents is clearly eye-opening and will change the way that companies configure their channel programs and teams. For me, the most enlightening data was his analysis of a Gartner Dataquest research study that revealed what channel partners most value in their partnerships with manufacturers. While many manufacturers' channel teams perceive that their brand, market share, and MDF funds are lacking as reasons for their mediocre performance, these factors rate low on the scale at 14, 19, and last out of 31 variables mentioned. The top three factors were the quality of the relationship manager, the ability for the product to produce revenue, and the executive level support on both sides.

I've seen companies time and time again focus so many resources on developing their channel strategies and then fail to invest in the quality of their channel teams to execute. Yet, success in the eyes of the channel partners is directly related to who their contact is at the manufacturer. They are looking for a single point of contact that will build and execute plans, work to close specific deals with the partner, and create marketing activities that will generate solid leads.

If you are an Independent Software Vendor, you will be especially pleased to see information about compensating partners in SAAS models, e-Commerce, and software maintenance maximization. Many partners and manufacturers are concerned about how their relationships will change with these new distribution methods, but he explains how to make these models can enhance a relationship by removing many of the costs of doing business.

Utzinger's channel experience is broad and deep and he generously shares the simple tools that his company, NovaStor, uses to execute on their channel strategy. One document that stands out is the Partner Account Plan, which provides the framework for keeping both the manufacturer and the channel partner on the same page. Unlike cumbersome "Business Plans" that take weeks to produce and are quickly obsolete, this document is an "Action Plan" that is easy to create and update. It includes:

Company Facts
Executive Summary
Partner Focus
Overview of signed contracts up to date
Partner's organizational structure with role definitions and relationships
Partner's core competencies
Key facts & objectives of the partnership
Partnership Background
Key Milestones
SWOT Analysis
Partner Action Plan
Critical Success Factors

This and other helpful tools are available at: [...]

I highly recommend this book to the executives and managers of all companies who want to do more business through multiple channels. If you are building a channel from the ground up, it will give you a step by step guide, and if you are tweaking your channel, it will give you the tools to take your program to the next level. I only hope that my competitors don't read it too!

0 of 0 people found the following review helpful.
Five Stars
By Karl Johnson
A fantastic book with great information for anyone working within the Channel Partner field!

0 of 0 people found the following review helpful.
Five Stars
By Sean P. Conway
Good book

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How to build a framework for forecasting interest rate market movements

With trillions of dollars worth of trades conducted every year in everything from U.S. Treasury bonds to mortgage-backed securities, the U.S. interest rate market is one of the largest fixed income markets in the world.

Interest Rate Markets: A Practical Approach to Fixed Income details the typical quantitative tools used to analyze rates markets; the range of fixed income products on the cash side; interest rate movements; and, the derivatives side of the business.

• Emphasizes the importance of hedging and quantitatively managing risks inherent in interest rate trades
• Details the common trades which can be used by investors to take views on interest rates in an efficient manner, the methods used to accurately set up these trades, as well as common pitfalls and risks?providing examples from previous market stress events such as 2008
• Includes exclusive access to the Interest Rate Markets Web site which includes commonly used calculations and trade construction methods

Interest Rate Markets helps readers to understand the structural nature of the rates markets and to develop a framework for thinking about these markets intuitively, rather than focusing on mathematical models

• Sales Rank: #107398 in Books
• Published on: 2011-03-28
• Original language: English
• Number of items: 1
• Dimensions: 9.30" h x 1.30" w x 6.40" l, 1.25 pounds
• Binding: Hardcover
• 368 pages

From the Inside Flap

With trades worth trillions of dollars annually, the U.S. interest rate markets are some of the largest and most important markets in the world. These markets attract a wide variety of participants, from individuals and corporations to governments, and offer numerous financial instruments that include bonds, swaps, futures, and options. Each of these instruments requires careful understanding of unique risks.

Growing out of the author's experience as a fixed income strategist, Interest Rate Markets equips the reader with the knowledge and tools needed to rationally assess those risks for informed investment decisions. Toward this end, the book discusses the structural drivers and the main players of fixed income markets; explains how to understand and forecast the yield curve and spreads; and elaborates on the trades in cash and derivative products. To develop a complete picture of fixed income space, it analyzes rate options and volatility trading.

A detailed primer, Interest Rate Markets starts from the first principles to acquaint newcomers with interest rate products, mathematical tools, and intuitive understanding of market concepts. It then expands upon these basics and provides an in-depth understanding of the drivers of rates markets and interest rate volatility. The experienced professional will find this book an indispensable resource on trading, hedging, and market indicators. Seasoned professionals and novices alike will also find value on the companion website, including example sets, commonly used calculations, and trade construction methods.

From the Back Cover

An indispensable tool of the trade

Written by a leading fixed-income market strategist, Interest Rate Markets provides you with a comprehensive framework for forecasting interest rates and thinking critically about fixed income trading. Siddhartha Jha draws upon his experience as a fixed income strategist at a top-tier investment bank to offer both seasoned professionals and newcomers a deep understanding of opportunities and risks in interest rate markets. Common mathematical models and statistical tools are blended with intuitive ideas to predict yield curve movements and to discover effective trades.

Concise yet thorough, Interest Rate Markets provides:

• Quantitative tools for valuing and assessing financial market risks

• Practical insights into rates products, including bonds and derivatives

• Dynamic approaches to understanding interest rates and related variables such as swap spreads

• Techniques for hedging and managing risks inherent in rate trades

• Assessments of common pitfalls of interest rate trades

• Lessons from previous market crises

• Effective methods for understanding the rate volatility market

Your complete guide to trading one of the largest and most liquid markets, Interest Rate Markets is truly an indispensable tool of the trade.

About the Author

Siddhartha Jha is a Senior Analyst with Arrowhawk Capital Partners. Previously, as part of J. P. Morgan's Fixed Income Strategy Team, he covered a wide range of rates markets—from municipals to liquid products including Treasuries, swaps, futures, and options—analyzing macroeconomic trends as well as short-term technical factors. He spent five years there developing trade ideas, building quantitative models, and discussing market trends with institutional investors. He graduated cum laude with a dual bachelor's and master's in applied mathematics and statistics from Harvard University.

Most helpful customer reviews

21 of 21 people found the following review helpful.
Good book, fresh perspective on the market!
By NYGiantsRangers
Interest rate markets is a different book than many published for the rates space as it focuses on intuition. Unlike many rates books on the market, the aim is not to price complex securities, but rather to understand and forecast the movement of liquid rate products such as Treasuries, mortgages and swaps. There are very few equations in the book and the emphasis is on a logical thought process to forming views on rates.
The book starts out with an introduction to the wide range of liquid products traded in the rates space including bonds, swaps, and futures. Once the basics of these products have been described, basic frameworks around taking views on the outright direction of rates is described. This includes both very long term factors as well as short term data releases. After the basic framework is outlined, common types of rates trades are discussed which allow traders to express more specific views. Examples include swap spreads and carry trades which are not discussed frequently in other books. In addition to trades related to underlying securities, the book addresses interest rate options and their place in a rate portfolio. Finally, practical hedging strategies are expanded upon including pros and cons of using empirical methods such as regression.
Overall, I believe this book would be useful to anyone trying to gain a more intuitive understanding of interest rates and fulfills a needed niche in the space of fixed income books which tend to be either very model intensive or very basic in their discussion.

12 of 12 people found the following review helpful.
A Fixed Income text for AFTER Business School
By NYC Guy
As a former rates trader at a major institution, in my estimation, this book is simply the best text & reference for practitioners in the interest rates markets. For rates traders/salespeople, this book essentially replaces three books (Fabozzi's "Handbook of Fixed Income Securities", Belton's "The Treasury Bond Basis" and Burghardt's "The Eurodollar Futures and Options Handbook") you may have on your desk at work.

While the other three texts (particularly the last two if you're an MBA student), may cover their respective material in more depth, Mr. Jha's book approaches the material with a traders view in mind. His casual, and often humorous tone makes the material approachable and easy to comprehend for the 1st year Analyst you're about to give this book to. His analogy of Chevy's vs. Ferrari's in describing the Cheapest to Deliver option in Treasury futures was both entertaining AND lucid.

Although the rates markets have been written about extensively (unsurprisingly as it exists as the most fundamental of fixed income markets), Mr. Jha's book closes a major hole in the outstanding literature and should be required reading for any incoming Sales and Trading Analyst or Associate.

8 of 9 people found the following review helpful.
Another Book Review from The Aleph Blog
By David Merkel
I was surprised by this book. There is very little math in this book, which would make it a popular book for giving someone an introduction the bond markets.

It covers all of the non-credit, non-mortgage markets. It will not replace Handbook of Fixed Income Securities 7th Edition, but it will supplement it, because this is an easier read on the areas that it covers.

Swaps, futures, rolls, options -- this book gives a friendly introduction to all of them.

Quibbles

The flipside of no math is that many things are not explained as well as they should be, or get glossed over. It would be better to ignore principal components analysis than to mention it and not give much explanation. (A brief appendix, maybe? Same for other math topics?)

Who would benefit from this book:

Beginners with a serious interest in the fixed income markets would benefit. No one else.

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• Sales Rank: #3711140 in Books
• Published on: 1990-03-16
• Original language: English
• Number of items: 1
• Dimensions: 9.57" h x .87" w x 6.30" l, 1.38 pounds
• Binding: Hardcover
• 284 pages

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• Published on: 1800
• Binding: Hardcover

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• Sales Rank: #651284 in Books
• Brand: Charles Capps Ministries, Inc.
• Published on: 2002-03-15
• Original language: English
• Number of items: 1
• Dimensions: 7.04" h x .21" w x 4.46" l, .11 pounds
• Binding: Paperback
• 77 pages

About the Author
Charles Capps is a retired farmer, land developer, and ordained minister who travels throughout the United States sharing the truth of God's Word. He has taught Bible seminars for thirty years, sharing how Christians can apply the Word to the circumstances of life and live victoriously. Besides authoring several books, including the bestselling The Tongue - A Creative Force, and the minibook God's Creative Power, which has sold over 3 million copies, Charles Capps Ministries has a national daily syndicated radio broadcast and a weekly television broadcast aired over several networks called "Concepts of Faith."

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One of the Most Important Books I've Read
By JacquelyneA.
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4 of 4 people found the following review helpful.
Basics every believer must know
By Joni D
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In My Life as a Quant, Emanuel Derman relives his exciting journey as one of the first high-energy particle physicists to migrate to Wall Street. Page by page, Derman details his adventures in this field—analyzing the incompatible personas of traders and quants, and discussing the dissimilar nature of knowledge in physics and finance. Throughout this tale, he also reflects on the appropriate way to apply the refined methods of physics to the hurly-burly world of markets.

• Sales Rank: #106001 in Books
• Brand: Derman, Emanuel
• Published on: 2016-01-11
• Original language: English
• Number of items: 1
• Dimensions: 9.00" h x .85" w x 6.00" l, .80 pounds
• Binding: Paperback
• 308 pages

Review
"There are few "gentlemen bankers" left these days. Nor is there much room in the great financial houses for anything that smacks of the amateur spirit. That is why Emanuel Derman's memoirs are so compelling…Derman's wry humour and sense of irony are apparent throughout the book." - Financial Times

"That sense of being an intruder in outlaw territory lends an intriguing mood to Derman's My Life As a Quant, a literate and entertaining memoir." -Business Week

"engaging" --(CFO Europe, October 2005)

"Not only a delightful memoir, but one full of information, both about people and their enterprise. I never thought that I would be interested in quantitative financial analysis, but reading this book has been a fascinating education." –Jeremy Bernstein, author of Oppenheimer: Portrait of an Enigma

"This wonderful autobiography takes place in that special time when scientists discovered Wall Street and Wall Street discovered them. It is elegantly written by a gifted observer who was a pioneering member of the new profession of financial engineering, with an evident affection both for finance as a science and for the scientists who practice it. Derman’s portrait of how the academics brought their new financial science to the world of business and forever changed it and, especially, his descriptions of the late and extraordinary genius Fischer Black who became his mentor, reveal a surprising humanity where it might be least expected. Who should read this book? Anyone with a serious interest in finance and everyone who simply wants to enjoy a good read."–Stephen Ross, Franco Modigliani Professor of Finance and Economics, Sloan School, MIT

From the Inside Flap
Wall Street is no longer the old-fashioned business it once was. In recent years, investment banks and hedge funds have increasingly turned to quantitative trading strategies and derivative securities for their profits, and have raided academia for PhDs to model these volatile products and manage their risk. Nowadays, the fortunes of firms and the stability of markets often rest on mathematical models. "Quants"–the scientifically trained practitioners of quantitative finance who build these models–have become key players on the Wall Street stage.

And no Wall Street quant is better known than Emanuel Derman. One of the first high-energy particle physicists to migrate to Wall Street, he spent seventeen years in the business, eventually becoming managing director and head of the renowned Quantitative Strategies group at Goldman, Sachs & Co. There he coauthored some of today’s most widely used and influential financial models.

Physics and quantitative finance look deceptively similar. But, writes Derman, "When you do physics you’re playing against God; in finance, you’re playing against God’s creatures." How can one justify using the precise methods of physics in the frenzied world of financial markets? Is it reasonable to treat the economy and its markets as a complex machine? Or is quantitative finance merely flawed thinking masquerading as science, a brave whistling in the dark?

My Life as a Quant is Derman’s entertaining and candid account of his search for answers as he undergoes his transformation from ambitious young scientist to managing director. His book is simultaneously wide-ranging and personal. He tells the story of his passage between two worlds; he recounts his adventures with physicists, quants, options traders, and other highfliers on Wall Street; he analyzes the incompatible personas of traders and quants; and he meditates on the dissimilar natures of knowledge in physics and finance. Throughout his tale, he reflects on the appropriate way to apply the refined methods of physics to the hurly-burly world of markets.

My Life as a Quant is a unique first-person story and a perceptive and revealing exploration of the quantitative side of Wall Street.

From the Back Cover
Praise for My Life as a Quant

"My Life as a Quant, by Emanuel Derman is, indeed, a perfect memoir, as Derman, a South African–born physicist turned financial engineer, is a perfect memoirist." --Grant's Interest Rate Observer

"That sense of being an intruder in outlaw territory lends an intriguing mood to Derman's My Life as a Quant, a literate and entertaining memoir."--BusinessWeek

"Derman's memoir of his transition from mathematical physicist to expert finance whiz at Goldman Sachs and Salomon Brothers reads like a novel, but tells a lot about brains applied to making money grow."--Paul A. Samuelson, MIT, Nobel Laureate in Economic Sciences, 1970

"Elegantly written by a gifted observer who was a pioneering member of the new profession of financial engineering with an evident affection both for finance as a science and for the scientists who practice it. Derman's portrait of how the academics brought their new financial science to the world of business and his descriptions of the late and extraordinary genius Fischer Black who became his mentor, reveal a surprising humanity where it might be least expected."--Stephen Ross, Franco Modigliani Professor of Finance and Economics, Sloan School, MIT

" a deep and elegant exploration by a thinker who moved from the hardest of all sciences (physics) to the softest of the soft (finance). Derman is a different class of thinker... I know of no other book that bridges the two cultures."--Nassim Taleb, author of The Black Swan and Fooled by Randomness

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109 of 120 people found the following review helpful.
The Human Side of Quantitative Finance -- Great Read!
By Rico Blaser
The book commences with a history of physics that is reminiscent of "The Elegant Universe" by Brian Greene. From Newton to Maxwell to Einstein and beyond, Derman discovers the great theories of yesterday and finds himself in the middle of a seven year marathon to a PhD and the launch of his academic career.

The struggle for intellectual purity and the distain for applied work abound in Derman's academic environment and the pressures of achieving greatness are pronounced in a place where genius is a commodity.

In a leap of faith, Derman decides to return to New York to spend more time with his family and to surrender to what he considered a less dignified job.

Lost in the Dilbert-esque hierarchies of the Bell Labs, Derman discovers the joy of programming, while submerged in office politics. After numerous attempts of beating the currents, Derman finally reaches the shores of Wall Street and is relieved to find an avant-garde environment, where meritocracy is no longer a foreign word.

The initial period of awakening takes place at Goldman Sachs, where he is mentored by Fischer Black, one of the great financial practitioners of our time. Derman is immediately impressed by Black's pragmatic style and intuitive quest for simplicity.

Black's influence becomes evident in the lucid and accessible description of the famous Black-Derman-Toy interest rate model and the subsequent elaborations on local volatility models that are at the foundation of more exotic instruments (which cannot be accurately priced using the overly simplistic implied volatility provided by the Black-Scholes-Merton model).

The author discusses the process of deriving original models and emphasizes that the elegant stochastic calculus derivations of these models are deceptively simple and make it difficult for students to fully appreciate the amount of effort that went into developing the initial embodiments -- what seems obvious now was once heavily debated.

Armed with the recently acquired knowledge, Derman accepts a new challenge at Salomon Brothers, doubling his compensation in the process. Unfortunately, the unhealthy competitiveness at Salomon forces him to reconsider quickly and he returns to Goldman after an undeserved layoff. The roundtrip allows Derman to develop an appreciation for the collaborative environment at Goldman.

Throughout the book, the interactions with family members, professors, bosses, traders, programmers and sales people are both amusing and enlightening. Derman succeeds in blending physics, finance, and human emotion in this masterful and entertaining autobiography.

33 of 33 people found the following review helpful.
An interesting career path
By A Reader
This book is not for those interested in learning quantitative finance. Rather, it is a memoir written by a physicist who came to finance relatively late in life.

There is some poignancy in Derman's transformation from theoretical physicist bent on a life in academia (where he hoped to make groundbreaking discoveries about elementary particles) to mid-level employee of one of the world's great financial institutions (Goldman Sachs). Although he was undoubtedly well paid for the skills he brought to the financial markets, Derman's story is tinged with sadness about the loss of an ideal.

The book is particularly valuable for the insights it provides about the inner workings of a major investment bank, and in particular about the role played by the "quants" in the development of new products and trading strategies. It also provides some perspective on the development of quantitative finance as a practical discipline; and it makes clear that quantitative skills, while important to a successful career in a major financial institution, generally take a back seat to salesmanship, practical trading skills, and internal politicking.

Those with a liking for pure mathematics will have to grin and bear Derman's critical comments about mathematical rigor and economic theory.

53 of 58 people found the following review helpful.
Not really what I expected...
By gilstrac
It was an interesting read but not what I expected.

It is my own fault. I bought it because the title (Physics and Finance) caught my eye and the average rating and number of reviews was high. I would guess it is not a heavily embellished memoir. Emanuel appears to be an honest, practical and educated individual. I found myself in the beginning wondering when I would start to read something about his life as a Quant. I don't know the exact page but I was probably half way through the book before I got my first taste.

In the end I found it like most things I have not personally experienced, it is more romantic to dream than live. This is not to say he didn't do good things. It just means for every minute of success and enjoyment there are hundreds if not thousands of minutes of grind and perseverance. The grind is not always so well documented.

Due to my age, I did find myself identifying with Emanuel as he changed from a wide eyed youth ready to change the world to a more pragmatic successful adult. I still envy the enthusiasm lack of experience provides younger people.

I wouldn't recommend it to someone looking for insights in to physics or finance. I would recommend it to someone is in the field or aspires to be in the field.

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• Sales Rank: #210308 in Books
• Published on: 2015-11-30
• Original language: English
• Number of items: 1
• Dimensions: 1.00" h x 8.40" w x 10.90" l, .0 pounds
• Binding: Paperback
• 444 pages

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