Channel
Security Solutions Provider Adopts Channel Strategy to Grow in the Aftermarket
The Challenge: A leading security solutions provider had high market share in new construction, but was struggling…
Four Steps to Develop a Competitive Response for You and Your Channel Partner
In the ever-changing business-to-business space, successful companies are those that know how to adapt when competitors…
Appliance Manufacturer Overcomes Channel Disruption with Strategic Account
Challenge: An appliance manufacturer faced disruption in its retail channel at the same time one of its…
Early Pricing Conflict Warning Signs
In our previous blog post, we discussed three common underlying causes of pricing conundrums along the…
Three Common Causes of Pricing Conundrums
Across a number of business-to-business industries, pricing issues frequently arise that create conflict within a channel….
Pricing and Channel Strategy: The Importance of Understanding Customer Chain Economics
If your company is a business-to-business supplier, most likely its product(s) go to market via complex…
HBO Channels into a New Market Opportunity
HBO recently unveiled a new strategy for how viewers can access its content. The premium cable…
Lessons Learned from the Aftermarket
Businesses that touch the aftermarket most likely are dealing with a host of factors related to…
The Imperative for Active Channel Management
Creating value for your customer goes well beyond the product or service. Value often extends throughout…
Channel Management: The Customer Chain – Value Chain Framework
To achieve sustainable growth, best-in-class companies work with their channel partners to periodically review end customer expectations….
Are Surprises Foolish Things?
I recently had an appointment with a physician who had also been a friend for some…
Benchmarking Dealer Programs for an Agriculture Equipment Manufacturer
The Challenge: Our client, a leading agriculture equipment manufacturer, faced an intense marketplace, confronting prominent competitors…
CoDestiny Relationships Between Manufacturers And Distributors
Atlee Valentine Pope and George F. Brown, Jr. discuss issues that can arise in manufacturer-distributor relationships,…
From Assessment To Action: Managing Distributor Relationships
One of our clients in the building systems industry asked us to help resolve a dilemma…
Deleting Voicemail 666
We were having a conversation with one of our clients following a meeting related to their…
A Blueprint for Strong VAR/Vendor Relationships
William Blake, the English poet and painter, has been quoted as saying, “He hasn’t an enemy…
My Customer’s Competitor Is My…
An Arabian proverb says, “The enemy of my enemy is my friend.” While the logic is…
CoDestiny Relationships With Channel Partners
CoDestiny[1] relationships come in many flavors. The most frequent ones involve suppliers and their end customers….
Supplier-Customer Success Stories: How the Best Firms Collaborate to Drive Growth
This paper builds upon insights drawn from thousands of supplier-customer success stories to identify the most…
‘Supplier Driven’ and ‘Channel Driven’ Business Models
For many business-to-business suppliers, their customer chains involve channel organizations and one or more stages of…
Manage Channel Conflict
The Challenge: As a major supplier to the construction environment, our client’s products are visible across…
Develop the Right Channel Relationships
The Challenge: A major supplier to the automotive market provides original parts and accessories for automakers…
Translate Business Strategy into Channel Strategy
The Challenge: Our client, a manufacturer of a key ingredient used in modern industrial machinery, plays…
Managing Channel Relationships
The Challenge: A $10 billion manufacturer of a key building system was faced with increasing channel…
Channel Conflict With National Foodservice Provider
The Challenge: A leading national foodservice supplier had lost market share due to consolidation and resulting…