Transforming Your Go-to-Market Strategy: The Three Disciplines of Channel Management by V. Kasturi Rangan

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


Transforming.Your.Go.to.Market.Strategy.The.Three.Disciplines.of.Channel.Management.pdf
ISBN: 9781591397663 | 289 pages | 15 Mb

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Transforming Your Go-to-Market Strategy: The Three Disciplines of Channel Management V. Kasturi Rangan
Publisher: Harvard Business Review Press


Transforming Channels to Benefit Customers and Boost Profits Most distribution channels are outdated and unwieldy, serving neither customers nor channel partners adequately.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

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