Using numerous examples from global technology corporations,Technology Distribution Channelsexplores 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 Channelscontains 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.
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.
Recommended by the Global Technology Distribution Council as the reference book for anyone taking either the GTDC Certificate or GTDC Diploma accreditations.
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.
Foreword by Tim Curran
Preface
Acknowledgements
PARl#‡
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