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.

Marketing 8

Marketing Channel Management Incentives Survey 8

Strategy Driven

MARCH 18, 2011

In The Essential Advantage : How to Win with a Capabilities-Driven Strategy , Booz & Company’s Paul Leinwand and Cesare Mainardi maintain that success in any market accrues to firms with a coherence premium – a tight match between their strategic direction and the capabilities that make them unique. Let’s go after it.”

Resources 52

Resources Industry System Strategy 52

Harvard Business Review

MAY 2, 2011

Because most of us are bad at dealing with conflict, we're also bad at fostering what must, in a successful business, come through conflict — whether overt or covert. The driver wastes time and resources fighting to keep the car on course. But as we've all learned in real life, hope is not a strategy. And that's alignment.

Brand 14

Brand Energy Price Long-term 14