Transforming Your Go-to-Market Strategy: The Three Disciplines of Channel Management
| Author | : | |
| Rating | : | 4.94 (967 Votes) |
| Asin | : | 1591397669 |
| Format Type | : | paperback |
| Number of Pages | : | 304 Pages |
| Publish Date | : | 2014-05-27 |
| Language | : | English |
DESCRIPTION:
He currently teaches marketing in the Advanced Management Program for senior executives. McNair Professor of Marketing at Harvard Business School. Kasturi "Kash" Rangan is the Malcolm P. He has also taught the second-year elective courses on Business-to-Business Marketing and Channels-to-Market, as well as the doctoral course on Research Design. . V. He also teaches in the focused executive
Thoughtful book on channel strategy Adam J. Fein I really enjoyed this book by Harvard Business School professor Kash Rangan. The authors advocate a disciplined approach to channel strategy that could generate superior returns in almost any industry. In my experience, most manufacturers neither develop careful channel maps nor do they assign executives senior enough to make significant channel resource commitments. As a result, the returns to channel stewardship should be available for any company willing to invest the time and effort.A major strength of this book is the detailed examples provided in each chapter. Most business books simply provide very shor. Merida said Four Stars. good book for strategy. Russell G Davis said Very little Practical Applications. Lots of theory, very little practical applications. Overall the book seemed to avoid "How to", the authors stayed more with high level topics.
In "Transforming Your Go-to-Market Strategy", Rangan shows how any member of a distribution channel can adopt this role and learn how to shape an effective, constantly evolving, and mutually beneficial channel strategy. 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. 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. A fresh approach to designing and managing channels for the long term, this book helps firms expand value for customers, partners, and the bottom line.. Most distribution channels are outdated and unwieldy, serving neither customers nor channel partners adequately. Rangan also provides guidance on managing multiple channels, integrating the Internet into a channel strategy, and overcoming common barriers that impede transformation. What companies need, says V. This book outlines three disciplines that companies must master to navigate the complex distribution environment successfully: map the industry channel, build and edit one's own channel continuously to best serve customers, and align and influence one's channel value cha
About the Author V. He currently teaches marketing in the Advanced Management Program for senior executives. . He also teaches in the focused executive programs: Channels-to-Market, Business Marketing Strategy, and Strategic Perspectives on Nonprofit Management. He has taught the core first-year marketing course and was its head across multiple sections (1993-1996). Kasturi "Kash" Rangan is the Malcolm P. McNair Professor of Marketing at Harvard Business School. He has also taught the second-year elective courses on Business-to-Business Marketing and Channels-to-Market, as well as the doctoral course on Research Design