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

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

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by V. Kasturi Rangan, Marie Bell
 

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Most distribution channels are outdated and unwieldy, serving neither customers nor channel partners adequately.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

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Transforming Your Go-to-Market Strategy: The Three Disciplines of Channel Management 5 out of 5 based on 0 ratings. 1 reviews.
Guest More than 1 year ago
V. Kasturi Rangan (Malcolm P. McNair Professor of Marketing, Harvard Business School) presents Transforming Your Go-To-Market Strategy: The Three Disciplines of Channel Management, a guide to improving the distribution systems of one's company. Focusing on three core techniques - mapping industry channels, building and reshaping channels for optimum customer service, and aligning one's channel value chain - Transforming Your Go-To-Market Strategy presents the tools to turn around poor distribution and increase both sales and profits. A 'must-read' for professional distributors and owners of businesses large and small.