Technology Distribution Channels: Understanding and Managing Channels to Market - Softcover

Dent, Julian

Softcover

ISBN 10: 0749472170 ISBN 13: 9780749472177

Publisher: Kogan Page, 2014

Synopsis

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.

About this title

About the Author:

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.

Review:

"If you work with distributors or for distributors, you should make this your handbook.  It explains how the channel works and how to build effective commercial relationships between vendors and the channel that grow profitable business." (Phil Wright Sales Operations Sr. Director, Global Channels, Avaya)

"Recommended by the Global Technology Distribution Council as the reference book for anyone taking either the GTDC Certificate or GTDC Diploma accreditations." (Tim Curran CEO, Global Technology Distribution Council)

"As a distributor, we use this book to educate all our product and sales managers as to how their performance affects our business model.  It also shows our salespeople how they should engage with the final tier to make a compelling case for doing business with us." (Anton Herbst CEO, MB Technologies)

About this edition

• Publisher: Kogan Page
• Publication date: 2014
• ISBN 10: 0749472170
• ISBN 13: 9780749472177
• Binding: Paperback
• Edition number: 1
• Number of pages: 352