Technology Distribution Channels
- 5h 33m
- Julian Dent
- Kogan Page
- 2014
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 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.
In this Book
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Technology Distribution Channels—Understanding and managing channels to market
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Foreword
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Preface
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How to get the best out of this book
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The business of getting technology products and services to market
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The role of the technology distributor
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How the technology distributor business model works
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Margins and profitability
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Working capital
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Productivity
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Sustainability
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Managing growth
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The technology distribution landscape
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How technology vendors can get the best from distribution
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The roles of the final-tier trade channel players
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How the business model of the final-tier trade channel players works
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Sales and utilization
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Gross margin and recoverability
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Working capital management
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Value creation and growth
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How to sell to final-tier trade channel players
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The role of retailers
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How the retail business model works
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The measures that matter and how to manage with them
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How to sell to retailers
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Key ratios
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Glossary of Technical Terms
