Technology Distribution Channels: Understanding and Managing Channels to Market

Technology Distribution Channels: Understanding and Managing Channels to Market

By: Julian Dent (author)Paperback

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Using numerous real-life examples from global technology corporations, and with a foreword from Tim Curran the Chief Executive Officer of the Global Technology Distribution Council, Technology Distribution Channels explores the chain that makes technology 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, it provides a clear understanding of the entire go-to-market process, whilst also explaining channel partners' business models and how to engage with them for effective market access. Technology Distribution Channels covers both the tactical and strategic dimensions of channel economics as well as containing 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. Comprehensive and clear, Technology Distribution Channels provides readers with the knowledge needed to improve their business model to ensure maximum market exposure and successful product delivery.

About Author

Julian Dent is Chairman of VIA International, a specialist routes-to- market consultancy. He has over 25 years' experience in distribution throughout the world, specializing in channel strategy and implementation, working at global, corporate and regional levels. His clients have included Barclays Bank, BP, Esso, IBM, Microsoft, Nokia, Orange, Subway and Xerox.


  • Section - ONE: Introduction;
    • Chapter - 01: How to get the best out of this book;
    • Chapter - 02: The business of getting technology products and services to market;
  • Section - TWO: Distributors and wholesalers;
    • Chapter - 03: The role of the technology distributor;
    • Chapter - 04: How the technology distributor business model works;
    • Chapter - 05: Margins and profitability;
    • Chapter - 06: Working capital;
    • Chapter - 07: Productivity;
    • Chapter - 08: Sustainability;
    • Chapter - 09: Managing growth;
    • Chapter - 10: The technology distribution landscape;
    • Chapter - 11: How technology vendors can get the best from distribution;
  • Section - THREE: Final-tier trade channel players;
    • Chapter - 12: The roles of the final-tier trade channel players;
    • Chapter - 13: How the business model of the final-tier trade channel players works;
    • Chapter - 14: Sales and utilization;
    • Chapter - 15: Gross margin and recoverability;
    • Chapter - 16: Working capital management;
    • Chapter - 17: Value creation and growth;
    • Chapter - 18: How to sell to final-tier trade channel players;
  • Section - FOUR: Retailers;
    • Chapter - 19: The role of retailers;
    • Chapter - 20: How the retail business model works;
    • Chapter - 21: The measures that matter and how to manage with them;
    • Chapter - 22: How to sell to retailers

Product Details

  • ISBN13: 9780749472177
  • Format: Paperback
  • Number Of Pages: 352
  • ID: 9780749472177
  • weight: 530
  • ISBN10: 0749472170

Delivery Information

  • Saver Delivery: Yes
  • 1st Class Delivery: Yes
  • Courier Delivery: Yes
  • Store Delivery: Yes

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