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Transforming your go-to-market strategy: the three disciplines of channel management

Author: Rangan, V. Kasturi Publisher: Harvard Business School Press, 2006.Language: EnglishDescription: 289 p. : Graphs ; 24 cm.ISBN: 1591397669Type of document: BookBibliography/Index: Includes bibliographical references and index
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Item type Current location Collection Call number Status Date due Barcode Item holds
Book Europe Campus
Main Collection
Print HF5415.7 .R36 2006
(Browse shelf)
001177983
Available 001177983
Total holds: 0

Includes bibliographical references and index

Digitized

Transforming Your Go-to-Market Strategy The Three Disciplines of Channel Management Contents Acknowledgments Introduction 1. The Promise of Channel Stewardship 2. Mapping an Industry 3. Building and Editing the Channel Value Chain I The Key Principles vii 1 9 29 55 4. Building and Editing the Channel Value Chain II A Framework for Getting Started 73 5. Aligning and Influencing the Channel Value Chain I The Concept of Power 95 6. Aligning and Influencing the Channel Value Chain II Focusing on Performance 117 7. Stewardship in Action I Supplier Case Studies 135 vi Contents 8. Stewardship in Action II The Intermediary's Perspective 9. Stewarding Multiple Channels 10. The Challenges and Opportunities of the Internet as a Channel 11. Integrating the Internet into the Multiple-Channel Solution 12. Strategy and Implementation of Channel Stewardship 157 181 203 227 245 Notes 263 Selected Bibliography 279 Index 283 About the Authors 289

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