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Navigable Slide Index

1. Introduction
2. Channel management content
3. The role and importance of channel management
4. The strategic framework
5. Strategy objectives and channel management
6. A framework for channel management
7. Challenges of channel management
8. Channel management framework
9. Channel strategy
10. Market space definition
11. Role of the channel
12. Rules of engagement
13. Channel's role in delivering customer proposition
14. Customer value propositions
15. Demand generation & fulfillment (1)
16. Demand generation & fulfillment (2)
17. Channel capabilities
18. Spectrum of distributors
19. Channel ecosystem mapping - traditional view
20. Channel ecosystem mapping - the real ecosystem

Topics Covered

• The role and importance of channel management
• A framework for channel management
• Channel strategy
• Market space definition
• Role of the channel
• Rules of engagement
• Segmenting the market
• The channel's role in delivering the customer proposition
• Customer value propositions
• Demand generation & fulfilment
• Channel capabilities
• Channel ecosystem mapping

Links

Series:

• Principles of Marketing

Categories:

• Marketing & Sales

Talk Citation

Publication History

• Published on January 1, 2012