{"product_id":"sales-and-marketing-channels-how-to-build-and-manage-distribution-strategy-9780749482145","title":"Sales and Marketing Channels: How to Build and Manage Distribution Strategy","description":"\u003cp\u003e\u003cb\u003eAnalyze, plan and manage profitable channels to market with this economic framework, ensuring maximum leverage of channel partners at every stage of the go-to-market process, with this fully revised third edition of the global bestseller, Distribution Channels - an essential toolkit for strategizing new and existing routes to market.\u003c\/b\u003e \u003c\/p\u003e\u003cp\u003e\u003c\/p\u003eUnprecedented upheavals in routes-to-market are challenging businesses of all types. Products are becoming services, online and offline channels are integrating, and new distribution channels are dictating terms to producers. Placing market access at the heart of business and marketing strategy, this revised edition of \u003ci\u003e\u003cb\u003eSales and Marketing Channels\u003c\/b\u003e\u003c\/i\u003e (originally \u003ci\u003eDistribution Channels\u003c\/i\u003e) addresses emerging business models and buying behaviours with practical steps, offering an efficient structure to extract tangible commercial value from partner relationships. \u003cp\u003e\u003c\/p\u003eOften referred to as the \"Place\" P in the marketing mix, this book and its host of downloadable resources integrate 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. \u003cp\u003e\u003c\/p\u003eOther updates include: \u003cbr\u003e-The impact of cloud technology\u003cbr\u003e-Advancing consumer channels\u003cbr\u003e-Monetizing the distribution of intellectual property \u003cbr\u003e-Plus the evolving 'gig economy', led by Uber and Deliveroo\u003cbr\u003e\u003cbr\u003e\u003cbr\u003e\u003cb\u003eAbout the Author\u003c\/b\u003e\u003cbr\u003e\u003cp\u003e\u003cb\u003eJulian Dent\u003c\/b\u003e is Chairman of VIA International, a specialist routes-to-market consultancy. He has more than 35 years of global experience in distribution, specializing in channel strategy and implementation at global, corporate and regional levels. His clients include Barclays, Esso, Hewlett-Packard, Hyatt, Microsoft, Philips, Subway and Xerox. \u003c\/p\u003e\u003cp\u003e\u003c\/p\u003e\u003cb\u003eMichael White\u003c\/b\u003e is EMEA General Manager of Quadmark, a global channels and sales enablement consultancy. He has been a worldwide routes-to-market specialist for 30 years across multiple industries, leading commercial consumer channel strategy from formulation through to execution. His clients include Apple, Caterpillar, Cisco, Electrolux, PayPal and Procter \u0026amp; Gamble.\u003cbr\u003e","brand":"Kogan Page","offers":[{"title":"Default Title","offer_id":50327822663954,"sku":"9780749482145","price":46.99,"currency_code":"USD","in_stock":true}],"thumbnail_url":"\/\/cdn.shopify.com\/s\/files\/1\/0831\/4771\/8930\/files\/img_bcb6ae77-9873-4f44-b18e-bf4b365306da.jpg?v=1727721285","url":"https:\/\/surprise-castle.myshopify.com\/products\/sales-and-marketing-channels-how-to-build-and-manage-distribution-strategy-9780749482145","provider":"Surprise Castle","version":"1.0","type":"link"}