Section 3 - The Vendor Edge . . . readings for Vendor personnel
This section is focused on what vendor personnel
(product management, product marketing, channel management channel marketing,
credit) should be reading and comprehending about channel strategy and
partnering strategy . In this issue there are three articles in the
section.
3.1 Target Markets and Channel Segmentation
- examines the key target market and channel segmentation issues relating
to developing channel strategies for IT vendors.
3.2 Push, Pull and Channels - provides
workable logic to connect the key channel concepts of segmentation strategy,
marketing strategy and product type.
3.3 Coverage Models - outlines
the development of channel coverage models based on management decisions
regarding distribution and channel intensity.
About the Author
The President of ChannelCorp, Bruce Stuart is a Certified Management
Consultant with experience in the computer hardware, software and telecommunications
markets of more than 40 countries. He has authored in excess of 300
articles and eight books on the subjects of building channel partner
business value and improving vendor channel strategy. He is a world
renowned executive educator and strategic management consultant.
ChannelCorp Workshops
ChannelCorp provides Executive Education to vendor and channel partner
management. Public workshops take place in Asia, North America and Europe.
In-house workshops take place throughout the world. For more information,
go to the Workshops section of www.ChannelCorp.com.
ChannelCorp Consulting services
ChannelCorp provides strategic consulting in the areas of channel economics,
channel strategy, channel marketing, channel development and channel
management to hardware, software and peripherals vendors around the
world. ChannelCorp is also widely recognized as one of the industry’s
leading authorities in the areas of reseller and solution provider profitability
improvement.
ChannelCorps’s management consulting expertise
is built on a solid foundation of fifteen years of researching and analyzing
the evolving business models and marketing strategies of the vendor
and solution providers worldwide.
Suggested Reading
For more information on the topics covered in this article, you should
consider purchasing The Channels Handbook and/or The Reseller
Management Handbook. For more information, go to the Products
section of www.ChannelCorp.com.
Availability
ChannelCorp can make our copyrighted materials available to your organization
for inclusion in your corporate newsletters and websites.
For information on republication, contact Bruce Stuart
- channelcorp@telus.net
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