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

by Marie Bell and V. Kasturi Rangan

Book Overview

Most distribution channels are outdated and unwieldy, serving neither customers nor channel partners adequately.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

• Format: Hardcover
• Language: English
• ISBN: 1591397669
• ISBN13: 9781591397663
• Release Date: June 2006
• Publisher: Harvard Business Review Press
• Length: 304 Pages
• Weight: 1.45 lbs.
• Dimensions: 1.1" x 6.7" x 9.5"