Channels and distribution – Page 4

What to Do About Amazon? Distribution Strategies for 3rd Party Platforms (Sandy Jap and Daren Garcia)

The explosion of web-based buying alternatives is ratcheting up channel conflict for many sales organizations. Unauthorized reseller activities can destroy brand equity, generating disaffected customers and bad online reviews, while alienating authorized channel partners. These issues aren’t new, but virtually every distribution intensive B2B sales organization will face these issues online. This presentation covers strategies for confronting unauthorized, sometimes anonymous, third parties marketing their goods in competition with trusted partners and present case study examples of successful tactics and MAP implementation across offline and online channels.

February 6, 2020

From Intelligence to Insights in a Competitive B2B Market (Mark Little)

Mark has spent a career as a leader of Insights organizations. Learn from his successes and challenges in how to obtain strategic insights from Market Intelligence in a hyper globally competitive world.

September 26, 2019

The Seven Big Problems of Marketing (Russ Klein and Bernie Jaworski)

The Keynote of the conference, delivered by Bernie Jaworski and Russ Klein, tackling the seven big opportunities (and problems) facing marketing – B2B focused insights from the AMA Intellectual Agenda 1.0.

March 8, 2018

Overcoming Manufacturer-Distributor Barriers in Today’s Internet-Enabled Market (Rick Wilson)

Last year, our membership expressed interest in improving practices in channel distribution. And so we partnered with Rick Wilson, visiting scholar and former professor at Kellogg School of Management, and the National Association of Wholesalers-Distributors to conduct groundbreaking research. The goal of the research was to identify fresh perspectives and best practices so these stakeholders can strengthen their relationship and drive incremental growth.

We are proud to announce that the research is complete and the results are fascinating! One such finding is that commoditization is an internal, versus an external force, which means you have the power to end it. In this one-hour webinar, researcher Rick Wilson shares three of the more compelling findings, and provides you with some tips and tools on how you can apply the learnings in your organization.

April 4, 2017

Building The B2B Omni-Channel Commerce Platform Of The Future (Dean Afzal and John Fisher)

Driven by their online buying experiences, savvy business to business (B2B) buyers are demanding omni-channel capabilities when making work-related purchases. But for B2B sellers, in today’s rapidly changing world, building an effective omni-channel experience for buyers is not easy. It requires integrating world-class technology and transforming legacy organization structures and process, all at the same time. Join two experts from SAP Hybris as they walk you through the digital transformation landscape – from what the new digitally enabled customers are expecting to what current B2B companies are providing. Dean Afzal is the Global Marketing Director for B2B and John Fisher is the Global Head of Industry Marketing. They will share insights from their co-sponsored Forrest research to their experience with a wide array of existing customers on how, and why, they transformed their organizations.

December 1, 2016

ISBM Academic Newsletter, Volume 9, Issue 1

In this Issue (March 2016):
– Feature: ISBM-CAP Project – Making Free Business-to-Business Manufacturing Apps Pay Off: The Case of Kennametal’s NOVO (Hari Sridhar)
– From the Membership: Big Talk: The Stakeholder Value Chain (Suzanne Lavin)
– PhD Research Camp Announcement
– Academic Conference Announcement
– IPSS Update: Fall Lineup (Hari Sridhar)
– 2015 Dissertation Support Award Competition…Winners Announced
– Last Call: Nominations for ISBM-David T. Wilson-Sheth Foundation Award

March 1, 2016

ISBM Pulse: Channels and distribution

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From Intelligence to Insights in a Competitive B2B Market (Mark Little)

The Seven Big Problems of Marketing (Russ Klein and Bernie Jaworski)

Overcoming Manufacturer-Distributor Barriers in Today’s Internet-Enabled Market (Rick Wilson)

Building The B2B Omni-Channel Commerce Platform Of The Future (Dean Afzal and John Fisher)

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