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Transforming Your Go-to-Market Strategy: The Three Disciplines of Channel Management
Most distribution channels are outdated and unwieldy, serving neither customers nor channel partners adequately. Despite new technologies that have streamlined many transactions and processes, a general lack of leadership combined with flawed and deeply ingrained structures make distribution channels exceedingly difficult to change. What companies need, says V. Kasturi Ran ...more
Hardcover, 304 pages
Published June 1st 2006 by Harvard Business Review Press
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