BNET Business Dictionary
Business Definition for: Channel Management
- the organization of the ways in which companies reach and satisfy their customers. Channel management involves more than just distribution, and has been described as management of how and where a product is used and of how the customer and the product interact. Channel management covers processes for identifying key customers, communicating with them, and continuing to create value after the first contact.
Additional Resources
- Make The Most Of Every Channel
- Where to allocate the marketing resources and efforts? That is a million-dollar question in multichannel business management. A promotion in one channel may spur sales in another. The need is to identify ‘that’ ideal channel. The paper delves into this issue using the example of US Cavalry. It illustrates how...
- White papers 2001-03-01
- Channel And Distribution Tactics
- A distribution channel consists of individuals, systems, and tools responsible for taking the product from the production stage to the consumption stage. A large number of intermediaries function at different points in a distribution channel. Operationalization of the channel involves transaction between the aforesaid intermediaries. The paper examines the dynamics...
- Presentations 2003-01-01
- Selecting And Managing Marketing Channels
- A marketing channel consists of individuals, systems, and tools involved in the process of supplying a product or service to its end consumers in the market. Effective channel management stresses on the reduction of number of channel transactions. The paper examines the relevance and importance of marketing channels and discusses...
- Presentations 2003-01-01
- CRM Extends Its Reach Into Channel Sales Management
- Channel sales management can be one of the most pressing issues for companies today. The channel represents enormous opportunities, but its management historically has been fraught with inefficiencies caused by channel strategies that vary by industry and partners that run the gamut from large multimillion-dollar multinationals to small regional shops...
- White papers 2004-10-01
- Channel Partner Scorecard
- This template helps channel sales management assess the effectiveness of current channel partners. The template can be used to track marketing campaigns and the use of market development funds. It can enter the channel partner's key profile and contact information in the template, as well as the forecasted and actual...
- Tools & templates 2004-06-16
- New Channel Opportunities : The Channel Conflict Strategy Matrix
- This article emphasizes on the issues of the channel conflict strategy matrix. It states that companies use the channel conflict strategy matrix to analyze the forces and opportunities for change in their industries vis-à¶is each existing channel, and to quickly identify optimal change strategies. The matrix shows the interplay between:...
- White papers 2001-01-01
- Channel Strategy And Development
- This article says that the capabilities of the channel are as important to a vendor as its own capabilities. Channel-partner selection is one of the most critical aspects of marketing today, since the character of the indirect channel partner or direct field sales rep is indelibly imprinted in the customer's...
- White papers 2003-01-01
- Channel Optimization: Are You Giving The Channel Too Much?
- Given the squeeze-play on the end-users prices, increased channel competition, and investor demands for steady - if not increasing - earnings, it is hard to believe that many companies have an untapped source of additional profits on current business. In a worldwide channel economics study, Rubicon analyzed industry giants like...
- White papers 2005-10-10
- Targeted Pricing and Channel Management
- The Internet as a one-to-one media has drastically and permanently changed channel relationships. With the facility of the Internet, manufacturers can open a direct distribution channel cost-effectively. Vast consumer information available to both manufacturers and retailers also allow firms to target end consumers with considerable accuracy. The authors explore how...
- White papers 2002-06-01
- Achieving Channel Excellence: "The Ace Up Your Sleeve" in Sales and Marketing Programs
- Superior channel management is increasingly important in a wide range of industries. Companies that implement thoughtful channel management programs can reduce their costs and improve their ability to reach and effectively serve key customer groups. Those that fail to introduce new approaches may find themselves lagging behind the competition and...
- White papers 2002-06-01
- Marketing Channel Concepts
- A marketing channel consists of individuals, systems, and tools involved in the process of supplying a product or service to its end consumers in the market. The paper examines issues involved in the operations of marketing channels and discusses the importance of the same. The difference between channel management and...
- Presentations 2003-10-01
- Maximize Your e-Channel Investment: Ten Ways to Generate Business Value Through Your e-Channel
- The enterprise of the future must leverage its web channel to drive operational efficiencies. This article discusses ten considerations that help maximize an organization's e-channel, and result in top- and bottom-line impact. The common denominator in an e-Channel is ensuring that the enterprise adopts practices that provide mutual value in...
- White papers 2003-02-13
- Surfing For A New Sales Channel?
- The paper examines the causes and the considerations for retailers to keep in mind when exploring new sales channel options. The big cause for going multi-channel is to sell more. However, profits are decayed, if such a strategy is implemented in an inefficient manner. This is where multi-channel technology integration...
- White papers 2002-10-01
- Retail Channel Integration Survey
- As multi-channel retailing becomes more prevalent, customer expectations rise. Retailers can no longer afford to simply monitor their own segments. To assess the current level of retail channel integration, LakeWest Group surveyed large retailers with multiple channel operations. In this survey analysis, a list of integration points have been compiled...
- White papers 2001-05-01
- Are You Reaching Your Customers With the Right Channels?
- This article explains how companies can determine the effectiveness of their existing channel structures, identify and assess new channel opportunities, assess a prospective channel mix in the context of the company's and each channel partner's strategy, and integrate the selected channels with other key areas of revenue generation, such as...
- White papers 1998-01-05
- Channel Strategy, Selection, And Management Plan
- Channel managers can use this template to generate an overall view of marketing plans. Compiling this information can help you track budget, cost, and timing and address any issues that arise.
- Tools & templates 2004-05-07
- PRM Systems Need Solid Leadership
- While Partner Relationship Management (PRM) is a tool to enhance channel speed, it may not be appropriate without leadership. Here, there is a case study on a PRM implementation that helped a large telecom provider (digital voice and data service provider on a local, national and global level) executes a...
- White papers 2003-01-01
- TAP For Channel Partners
- The Target Audience Profile (TAP) for Channel Partners template makes it easy to create a TAP for your channel partners because the basic information fields and questions are already set up. The information gathered in the TAPs of the current or prospective channel partners can be used to make decisions...
- Tools & templates 2004-10-18
- Direct Marketing, Indirect Pro?ts: A Strategic Analysis of Dual-Channel Supply-Chain Design
- The advent of e-commerce has prompted many manufacturers to redesign their traditional channel structures by engaging in direct sales. The model conceptualizes the impact of customer acceptance of a direct channel, the degree to which customers accept a direct channel as a substitute for shopping at a traditional store, on...
- White papers 2003-01-01
- Channels And The Internet
- The Internet is simply a different way of distributing what channels have traditionally distributed. To understand channels of distribution, the first thing to note is that distributors, retailers, and the other channel members are physical institutions that can make up a channel of distribution. However, there is another way to...
- White papers 2003-01-01
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