Description
Provides readers with the knowledge needed to improve their distribution model to ensure maximum market exposure and successful product delivery Produced in association with the Global Technology Distribution Council who consist of the world's 25 largest technology distribution firms and will be core learning material for any company seeking accreditation from the council Foreword from Tim Curran - head of the Global Technology Distribution Council
About the Author
Julian Dent is Chairman of VIA International, a specialist routes-to- market consultancy. He has over 25 years' experience in distribution throughout the world, specializing in channel strategy and implementation, working at global, corporate and regional levels. His clients have included Barclays Bank, BP, Esso, IBM, Microsoft, Nokia, Orange, Subway and Xerox.
Reviews
"Anyone who thinks distribution is easy should read this book, and keep it by their bed. With a thorough experience of monitoring and advising on the business, channel consultancy VIA's chairman Julian Dent has written what is actually a manual on how the business works. He is also able to point out how it differs from other apparently similar models, and where the special nature of technology product supply kicks in." * IT Europa *
"Recommended by the Global Technology Distribution Council as the reference book for anyone taking either the GTDC Certificate or GTDC Diploma accreditations." * Tim Curran, CEO, Global Technology Distribution Council *
"As a distributor, we use this book to educate all our product and sales managers as to how their performance affects our business model. It also shows our salespeople how they should engage with the final tier to make a compelling case for doing business with us." * Anton Herbst, CEO, MB Technologies *
Book Information
ISBN 9780749472177
Author Julian Dent
Format Paperback
Page Count 352
Imprint Kogan Page Ltd
Publisher Kogan Page Ltd
Weight(grams) 530g
Dimensions(mm) 235mm * 155mm * 20mm