Transforming Your Go-to-Market Strategy The Three Disciplines of Channel Management

ISBN-10: 1591397669
ISBN-13: 9781591397663
Edition: 2006
List price: $45.00 Buy it from $8.74
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Description: Most distribution channels are outdated and unwieldy, serving neither customers nor channel partners adequately. Despite new technologies that have streamlined many transactions and processes, a general lack of leadership combined with flawed and  More...

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Book details

List price: $45.00
Copyright year: 2006
Publisher: Harvard Business Review Press
Publication date: 6/1/2006
Binding: Hardcover
Pages: 304
Size: 6.50" wide x 9.75" long x 1.25" tall
Weight: 1.386
Language: English

Most distribution channels are outdated and unwieldy, serving neither customers nor channel partners adequately. Despite new technologies that have streamlined many transactions and processes, a general lack of leadership combined with flawed and deeply ingrained structures make distribution channels exceedingly difficult to change. What companies need, says V. Kasturi Rangan, is a new approach to going to market--channel stewardship--that simultaneously addresses customers' best interests and drives profits for all channel partners. In Transforming Your Go-to-Market Strategy, Rangan shows how any member of a distribution channel can adopt this role and learn how to shape an effective, constantly evolving, and mutually beneficial channel strategy. This book outlines three disciplines that companies must master to navigate the complex distribution environment successfully: map the industry channel, build and edit one's own channel continuously to best serve customers, and align and influence one's channel value chain to ensure that all parties reap appropriate rewards. Rangan also provides guidance on managing multiple channels, integrating the Internet into a channel strategy, and overcoming common barriers that impede transformation. A fresh approach to designing and managing channels for the long term, this book helps firms expand value for customers, partners, and the bottom line.

John and Ann Hassett have been collaborating on picture books for more than ten years. Their books are known for their quirky humor and lively illustrations. The Hassetts live and work in Maine, where their "commute to work is short (upstairs, and first door on the right)."

The promise of channel stewardship
Mapping an industry
Building and editing the channel value chain I : the key principles
Building and editing the channel value chain II : a framework for getting started
Aligning and influencing the channel value chain I : the concept of power
Aligning and influencing the channel value chain II : focusing on performance
Stewardship in action I : supplier case studies
Stewardship in action II : the intermediary's perspective
Stewarding multiple channels
The challenges and opportunities of the Internet as a channel
Integrating the Internet into the multiple-channel solution
Strategy and implementation of channel stewardship

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