Mitigating Channel Conflict

Topics:
Direct and Indirect Sales Channels,
Marketing Strategy,
Strategic Partners
Tags:
Internet,
Manufacturer,
Manufacturing,
McKinsey & Co.,
Partner,
Sales,
Sales Force Management,
Sales Strategy
Source:
McKinsey & Company

Vendor Registration: required

Overview: Inspired by the rapid growth of Internet sales, many technology vendors are opening their own direct channels. The paper depicts that by doing so; however, they risk their existing partners, who see Web sales as a threat to revenues. While manufacturers shouldn't ignore their partners' complaints, neither should they be hamstrung by this opposition. Instead, manufacturers should reevaluate each partner to assess the relationship's importance. This brief article reviews how one company handled a critical business problem.

(Is this item miscategorized? Does it need more tags? Let us know.)

Format: HTML | Pages: 3

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