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

Name: Transforming Your Go-To-Market Strategy The Three Disciplines of Channel Management
Price: 3.29 USD
Availability: InStock
ISBN: 9781591397663

ISBN-10: 1591397669

ISBN-13: 9781591397663

Edition: 2006

Authors: V. Kasturi Rangan, Marie Bell

List price: $45.00

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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Most distribution channels are outdated and unwieldy, serving neither customers nor channel partners adequately.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 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,…

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

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