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BOOK: CHANNEL CONFLICT, How to Manage It and Prosper
by Howard Eaton and Bob Nishi
Channel Conflict, How to Manage It and Prosper presents concepts and tools that can help you deal with channel conflict—directly, quickly, and economically.
Indirect selling accounts for over sixty-percent of all sales
in North America today and it’s growing. For example,
IBM gets 30 percent of sales revenues from indirect sales,
from channel partners. Microsoft is about 96 percent and
Samsung Electronics America (IT Division) is 100 percent.
Channel conflict, left unattended, can destroy indirect
selling. It is the biggest challenge that confronts executives
and their talented staffs.
Eaton and Nishi deal with nine faces of channel conflict:
- Miscalculating strategic directions
- Ignoring “What’s in it for me?”
- Forgetting your customer’s customer
- Creating red tape
- Measuring the wrong things
- Not fixing broken processes
- Relying on big events, missing smaller strategic
gatherings
- Resisting needed change
The authors have a unique approach to serious problems
and, whether you are an executive or out on the front lines,
Channel Conflict deserves your attention.
$19.95 (plus $5.00 postage & handling)
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“Send me ten more books”
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| —Pat Healy, Consultant
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| “Their approach is lean and economical”
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| —Bin Li, Asiana
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| “It speaks directly to channel issues
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| —Roy Hildestadt, QAD
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Contents
- 9 Faces of Channel Conflict
- What’s Wrong With This Picture?
- 9 Building Blocks for Managing Channel Conflict
- A Process for Managing Channel Conflict
- Channel Conflict and Your Long Tail of Wisdom
The authors have worked globally with vendors and their
channel partners. Clients have included such companies as
IBM, Microsoft, and Adobe. Eaton and Nishi work in
Santa Barbara, California.
For more information contact :
KathyWinslow@r360g.com
(805) 679-1509
http://www.r360g.com
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