Harvard Business Review
OCTOBER 31, 2016
When we surveyed over 160 global executives, we found that companies who hired a dedicated channel manager to manage their third-party distribution relationships within the last five years reported a 11.1% This means that distributors are nearly always undermanaged vis-à-vis direct sales when the manager has a dual mandate.
Strategy Driven
MARCH 18, 2011
They cannot chart a future course based on a wide-eyed search for external growth: “There’s an attractive, adjacent market. In a messy, incoherent world, those companies that can look through a capabilities lens set a straighter and more sustainable course and avoid costly missteps. Let’s go after it.”
Harvard Business Review
MAY 15, 2018
The sooner firms have a Brexit plan, the faster they can focus on managing these competitive dynamics. This group should represent a variety functions within the organization exposed to Brexit: supply chain, channel managers, procurement, marketing, sales, public affairs, governance, and financial controlling, among others.
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