Technology distribution channels : understanding and managing channels to market / Julian Dent.

Format:

• Book

Author/Creator:

• Dent, Julian, 1957- author.

Standardized Title:

• Distribution channels

Language:

English

Subjects (All):

• Marketing channels.
• Technology--Marketing.
• Business planning.

Physical Description:

1 online resource (352 p.)

Place of Publication:

London, England : Kogan Page, 2014.

Language Note:

English

Summary:

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, this revised edition of 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 exp

Contents:

• Contents; Foreword by Tim Curran; Preface; Acknowledgements; Part One Introduction; 01 How to get the best out of this book; Who this book is for; What do we mean by business model?; How this book is set out; 02 The business of getting technology products and services to market; Distribution matters; Challenging business dynamics; Business models are key to value propositions; A structured approach to positioning your value proposition; Be careful with comparisons; Part Two Distributors and wholesalers; 03 The role of the technology distributor; Distributors/wholesalers
• Customer role - core functionsSupplier role; Vendor role - core functions; 04 How the technology distributor business model works; Role defines business model; Profit is a very small number between two very big numbers; Managing working capital is a balancing act; The measures that matter and how to manage with them; 05 Margins and profitability; Multiple margins; Gross margin and value add; Margin mix or blended margin; Contribution margin; Net margin and operating margin; 06 Working capital; Working capital management; Vendor credit; Inventory; Customer credit; Working capital cycle
• 07 ProductivityEarn and turn; Contribution margin return on inventory investment; Returns on working capital; 08 Sustainability; Sustainability - longer-term business health; Return on net assets and return on capital employed; Return on invested capital; Value creation; Managing value creation on an operational basis; 09 Managing growth; Growth dynamics; Internally financed growth rate formula; Economies of scale - profitability; Economies of scale - working capital management; Risks of growth - diseconomies of scale; 10 The technology distribution landscape; The global landscape
• Special characteristics and capabilitiesRecent trends and future outlook; 11 How technology vendors can get the best from distribution; The engagement process; Managing the account relationship; Some rules of thumb for making compelling business cases; Summary; Part Three Final-tier trade channel players; 12 The roles of the final-tier trade channel players; The final-tier trade channel players; The possible roles of final-tier trade channel players; Matching channel roles to channel players; Different roles command different compensation models; Customer advocates and sell-with players
• Sell-with players and strategic alliancesApplying this framework to your sector or channel; 13 How the business model of the final-tier trade channel players works; Role defines business model; Services come from people, either directly or indirectly (eg web-delivered); Managing a service business; The web-based service business model; Overview of service business model measures; 14 Sales and utilization; Sales; Utilization; 15 Gross margin and recoverability; Gross margin; Recoverability; Measures for the web-based service business model; 16 Working capital management; The cash-to-cash cycle
• Improving working capital

Notes:

• Includes index.
• Description based on print version record.

ISBN:

0-7494-7218-9

OCLC:

884725968