This book provides the optimal tools for effective and efficient partner management in solution-oriented sales. In order for companies such as system manufacturers, consultants, or IT providers to focus on their core business, they often need strategic and operational support from partners who assist with active customer care in day-to-day operations. The highly complex process, from partner search through streamlined partner management to performance evaluation, presents numerous opportunities but also pitfalls that decision-makers in companies must systematically consider. Robert Klimke demonstrates in 35 easily understandable steps how tailored structures can be created so that the cost advantages of partnerships are not undermined by friction losses, ensuring that the relationship is successful for all parties involved.