The book
Useful work.
A stronger partner business.
Channel Playbook – AI Edition connects partner strategy with sales, delivery and economics. Use the companion alongside the book, or begin with the open lessons.
By Evrim Ulaş Uysal
Build the business around the work.
The customer needs a useful result at an acceptable cost. The partner needs a return on its investment. The vendor needs adoption and sustainable revenue. A workable channel plan gives all three a reason to continue.
The AI Edition examines what partners can build, which tasks agents can take on and what people still need to understand, decide and maintain. It brings practical sales skills together with evidence, cost and delivery responsibilities.
The examples use fictional Omnibase and Michane. Published customer cases are identified separately and retain their stated limits.
What you will work through
Commercial judgement.
Practical AI knowledge.
The purpose is to make better decisions with partners and customers, from the first conversation to the continuing service.
- Map the work and the money
Coverage, attribution, ARR, retention, contribution, targets, pipeline and cash. Work through Chapter 2’s CFA foundations →
- Make a useful offer
Partner capability, discovery, qualification, marketing, marketplaces, alliances and country entry.
- Deliver an AI service
Information, permissions, evaluation, integration, compliance evidence, recovery and support.
- Develop the people
Practical AI capability, forward deployed engineering, learning, hiring and commercial survival skills.
- Keep the service worth renewing
Use, customer results, operating cost, capacity and the next responsible commitment.
How to use it
Bring a current decision.
Read with one customer, partner or offer in mind. Replace illustrative numbers with your own records. State what a result includes and what it leaves out. The working pages help you capture evidence and name who is responsible.
Try the relevant scenario before your team meeting. A different answer is useful when you can explain the assumptions behind it. The aim is a decision the team can carry out.
Meet the author →