Publications
Sales and Marketing Channels, by Julian Dent and Michael White, a fully-revised third edition, takes a multi-sector approach with an entire new series of specialist sections for application to any business. This efficient structure extracts tangible commercial value from partner relationships, integrating innovative case studies like AirBNB, the largest seller of rooms without ownership of any; Transferwise, the peer-to-peer Forex; plus the rise of online retailers like Amazon and ASOS versus the decline of traditional stores like Macy's or BHS. Updates include the impact of cloud technology, advancing consumer channels, monetizing the distribution of intellectual property and the evolving 'gig economy', led by Uber and Deliveroo. Often referred to as the "Place" P in the marketing mix, this book and its host of downloadable resources are an essential toolkit for strategizing new and existing routes to market.
This book can be purchased from the publisher, Kogan Page or direct from Amazon.com
It is also available in Kindle format
Distribution Channels by Julian Dent examines the chain that makes a product available for market and how this can be used for optimum product delivery. Includes accessing and servicing markets and customers, controlling brands, building the value proposition and creating differentiation.
Using numerous real-life examples, 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, final-tier channel players, retailers and franchise systems, the text provides a clear understanding of the entire go-to-market process, whilst also explaining channel partners' business models and how to engage with them for effective market access.
Distribution Channels covers both the tactical and strategic dimensions of channel economics as well as containing information on accessing and servicing markets and customers, controlling brands, integrating web and online channels, building the value proposition and creating differentiation.
Comprehensive and clear, this book provides you with the knowledge needed to improve your business model to ensure maximum market exposure and successful product delivery.
This book can be purchased direct from Amazon.com
It is also available in Kindle format and in Chinese, Arabic and Russian language editions.
Using numerous real-life examples from global technology corporations, and with a foreword from Tim Curran the Chief Executive Officer of the Global Technology Distribution Council, this revised edition of Distribution Channels explores the chain that makes technology 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, it provides a clear understanding of the entire go-to-market process, whilst also explaining channel partners' business models and how to engage with them for effective market access.
Technology Distribution Channels covers both the tactical and strategic dimensions of channel economics as well as containing information on accessing and servicing markets and customers, controlling brands, integrating web and online channels, building the value proposition and creating differentiation.
Comprehensive and clear, Technology Distribution Channels provides readers with the knowledge needed to improve their business model to ensure maximum market exposure and successful product delivery.
This book can be purchased direct from Amazon.com
It is also available in Kindle format.
The Global Technology Distribution Council (GTDC) commissioned the independent development of this guide to help all types of companies optimize business and partnership with IT distributors throughout the world. Whether you are interested in or already partnering with distributors, the content and analysis here can make a profound difference. this guide has now been dowloaded over 3,000 times, making it easily the GTDC's most popular publication.