Technology Distribution Channels: Understanding and Managing Channels to Market

Julian Dent

ISBN 10: 0749472170 / ISBN 13: 9780749472177

Editore: Kogan Page 2014-08-03, 2014

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Dati bibliografici

• Titolo: Technology Distribution Channels: Understanding and Managing Channels to Market
• Editore: Kogan Page 2014-08-03
• Data di pubblicazione: 2014
• Lingua: Inglese
• ISBN 10: 0749472170
• ISBN 13: 9780749472177
• Rilegatura: Paperback
• Condizione: New

Descrizione articolo

Riassunto

Using numerous examples from global technology corporations, Technology Distribution Channels explores the chain that makes products and services available for market and explains how to make the most of each step of the process. By defining the role and significance of the various partners involved, including distributors, wholesalers, and final-tier channel players, the text provides a clear understanding of the entire go-to-market process, while also explaining channel partners' business models and how to engage with them for effective market access.

This book covers both the tactical and strategic dimensions of channel economics and includes information on accessing and servicing markets and customers, controlling brands, integrating web and online channels, building the value proposition and creating differentiation. 

As the only approved text book for the Global Technology Distribution Council's Accreditations, Technology Distribution Channels contains expert guidance for both the Certificate and the Diploma programs and provides the knowledge needed to improve business models to ensure maximum market exposure and successful product delivery.

Informazioni sull?autore

Julian Dent is Chairman of VIA International, a specialist routes-to-market consulting firm. He has over 25 years of experience in distribution throughout the world, specializing in channel strategy and implementation. His clients have included Barclays Bank, BP, IBM, Microsoft, Nokia, Subway and Xerox.