Will Your Channels Fail You?
Whitepaper summary:
First, the need to make a change is often not obvious. Markets are not homogeneous. Thus, changes happen at different times to different market segments. Second, the urgency for a change is not apparent. The sky is not falling. Generally, sales are still growing and profits are acceptable. Third, the “right” decision is often not apparent. How well will the new channel strategy work? What will we lose by implementing it? Will the gain be great enough to offset the loss?
