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Title: Channel Advantage, The by Lawrence Friedman, Tim Furey ISBN: 0-7506-4098-7 Publisher: Butterworth-Heinemann Pub. Date: 01 June, 1999 Format: Hardcover Volumes: 1 List Price(USD): $36.95 |
Average Customer Rating: 4.71 (14 reviews)
Rating: 5
Summary: Concise overview of Go-to-Market strategy
Comment: This manageable book outlines the basics, and some of the not-so-basics, of "Go-to-Market" strategy. In an easy-to-read book punctuated with contemporary and ultra-relevant case examples (such as Dell and Amazon), Furey and Friedman explain why it pays to constantly rethink channel strategy. Since reading it, I catch myself paying a lot more attention to things like "channel mix" and "coverage".
This book is great for sales, marketing, and finance executives who are faced with common modern-day business problems such as declining margins and increasing Wall Street expectations. Those who have already discovered the channel advantage, such as Dell and Amazon, have witnessed first hand how important "the new sales and marketing" is for success in today's business world.
Rating: 5
Summary: A Sales Channel Blueprint
Comment: Larry Friedman and Tim Furey have defined a blue print for the allocation of sales resources. The book has two key strengths: it is comprehensive (and generally well detailed); more importantly, it provides working templates for developing a channel strategy. "The Channel Advantage" presents logical starting points for channel analysis - our product-market focus and customer buying habits. It provides tools to access and compare channel economics and build and manage sales channels. Chapter 9, entitled "The Internet" is particularly important for senior executives who feel behind the Internet curve.
Rating: 4
Summary: A book for effective design and execution
Comment: Very interesting book for those of you who really need a comprehensive, thorough, and easy to implement strategy regarding distribution channels. It changed my previous perception about channels as a consequence, and create a new perspective about channels as a source of new business and new alternatives of go to market. In addition, it gives an almost prescriptive list of to-do things in order to create a channel model, and to measure its impact.
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Title: Go To Market Strategy: Advanced Techniques and Tools for Selling More Products to More Customers More Profitably by Lawrence G. Friedman ISBN: 0750674601 Publisher: Butterworth-Heinemann Pub. Date: 30 June, 2002 List Price(USD): $29.99 |
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Title: Managing Channels of Distribution by Kenneth Rolnicki ISBN: 0814403352 Publisher: AMACOM Pub. Date: January, 1998 List Price(USD): $65.00 |
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Title: Channel Champions: How leading companies build new strategies to serve customers by Steven Wheeler, Evan Hirsh ISBN: 0787950343 Publisher: Jossey-Bass Pub. Date: September, 1999 List Price(USD): $35.00 |
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Title: Marketing Channels (6th Edition) by Anne T. Coughlan, Erin Anderson, Louis W. Stern ISBN: 0130127728 Publisher: Prentice Hall Pub. Date: 03 January, 2001 List Price(USD): $124.00 |
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Title: Getting Partnering Right: How Market Leaders Are Creating Long-Term Competitive Advantage by Neil Rackham, Lawrence Friedman, Richard Ruff ISBN: 0070517827 Publisher: McGraw-Hill Trade Pub. Date: 01 December, 1995 List Price(USD): $22.95 |
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