Channel Management
Managing Distribution Channels and Relationships
Challenge: A supplier of packaging products sought to increase its market share, while deepening its relationship…
Channel Management: Recurring Dynamics in B2B Markets
Executives in the business-to-business (B2B) world know that a company’s channel management strategy is fundamental to…
The Challenge of Branded Channels
Distributor and dealer relationships can be critical to the success of manufacturers that serve business markets….
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….