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

Amazon.com Price:  $16.69 (as of 12/05/2019 17:32 PST- Details)

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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Most distribution channels are outdated and unwieldy, serving neither customers nor channel partners adequately.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 fallacious 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 concurrently 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 discover ways to shape an effective, constantly evolving, and mutually a good idea channel strategy. This book outlines three disciplines that companies should master to navigate the complex distribution environment successfully: map the industry channel, build and edit one’s own channel often to best serve customers, and align and influence one’s channel value chain to make sure that all parties reap appropriate rewards. Rangan also provides guidance on managing more than one 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 run, this book helps firms expand value for customers, partners, and the base line.

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