'The Channel Advantage' deals with one topic, and deals with it
comprehensively and rigorously: how to construct a sales channel
system that will yield world-class sales performance and durable
competitive advantage. This book helps readers move decisively away
from the notion of channel strategy as a sideline to the core
business. Building a channel advantage is the core business today,
and this is an essential text and reference for all serious
marketing and sales professionals and students.
Channel innovation is separating market winners from market
losers, and not just in leading-edge technology industries. In a
business world where industry players are selling practically the
same products at essentially the same prices at about the same
cost, the only real source of sustainable competitive advantage is
the sales channel: how you sell, not what you sell. Selling becomes
a question of how to connect products with customers via the best
mix of sales channels: the sales force, value-added partners,
distributors, retail stores, telemarketing, and the Internet.
In short, how companies sell has become as important as what they
sell. 'The Channel Advantage' explains how leading companies
develop strategies that integrate e-commerce, telemarketing, sales
forces, and distributors to achieve superior sales performance and
sustainable competitive advantage.
Timothy R. Furey is chairman, CEO and co-founder of Oxford
Associates, a privately held consulting firm specializing in sales
and market strategy, e-commerce channel integration and market
research, based in Bethesda, Maryland. Oxford has achieved an
annual growth of more than forty percent since its creation in 1991
and wasnamed one of America's 500 fastest growing private companies
by Inc. Magazine in 1997.
Furey, a pioneer in the use of hybrid sales and marketing
strategies for blue chip companies, works extensively with senior
management leadership teams to develop and implement go-to-market
growth strategies. His clients include IBM, American Express,
Marriott, Xerox, Fidelity Investments, Bristol-Myers Squibb, and
Johnson & Johnson. Under his leadership, Oxford Associates has
developed leading-edge strategies, business processes and systems
for deploying and integrating multi-channel sales and marketing
systems. They work to align products with the right customers via
an appropriate mix of the Internet, telesales, distributors,
value-added partners, and traditional sales force channels.
Mr. Furey is the co-author of THE CHANNEL ADVANTAGE
(Butterworth-Heinemann, August 31, 1999), which is endorsed by the
CEOs of America Online, Lotus Development, Ocean Spray, and Xerox.
Mr. Furey also serves on the Board of Directors of Alpha Industries
(Nasdaq: AHAA), a leading semiconductor manufacturer for wireless
telephone applications.
Previously, Mr. Furey worked with Boston Consulting Group,
Strategic Planning Associates, Kaiser Associates and the Marketing
Science Institute. He earned a BA in Economics, cum laude, from
Harvard University and an MBA from the Harvard Business School.
Lawrence G. Friedman is an internationally recognized channel
strategy consultant whose clients have included companies such as
Lotus, AT&T, Canon, Compaq Digital Equipment, Microsoft and
Bell Atlantic. He also held executive level positions at Andersen
Consulting and Huthwaite, Inc., the sales research firm
thatdeveloped the SPIN Selling Model.
In 1996, Friedman, with Neil Rackham and Richard Ruff, co-authored
the best-seller, GETTING PARTNERING RIGHT (McGraw-Hill). He is on
the review board of the Journal of Selling and Major Account
Management, which published his article, Multiple Channel Sales
Strategy, in the April, 1999 issue.
His firm, The Sales Strategy Institute, works with clients to
identify and evaluate new go-to-market opportunities and conducts
in-depth channel strategy workshops and seminars. Mr. Friedman is a
frequent guest speaker and lecturer on sales and channel strategy
throughout the United States, Europe and Asia.
Mr. Friedman earned an MA from the University of Chicago.
The first rigorous and definitive guide looking at the whole field
of channel strategy
Shows you how to evaluate new channels
Uses real life case studies illustrating cutting edge channel
management
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