The Channel Advantage
- Lawrence Friedman, Chief Executive Officer, The Sales Strategy Institute, Virginia, USA
- Tim Furey, Chief Executive Officer and President, Oxford Associates, Bethesda, Maryland.
Marketing and sales professionals; Students
- Published: May 1999
- Imprint: BUTTERWORTH HEINEMANN
- ISBN: 978-0-7506-4098-5
"The Channel Advantage is filled with insights and useful examples. It provides a clear roadmap for businesses seeking to catch up with important changes in consumer behavior by integrating the Internet into an effective blend of channels." Steve Case Chairman, America Online "The Channel Advantage is a compelling and important book. It is a timely one as well. Companies are struggling to improve sales force performance while trying to figure out how to integrate and use new, alternative channels. This is perhaps the first book that offers a coherent overall framework for going to market. Its ideas will shape how companies use sales channels for years to come." Neil Rackham Author of SPIN Selling "The new market place, driven by digital commerce and changes in customer behavior, allows anybody to buy anything, anywhere at any time, so businesses must reach out to their customers everywhere at all times. The Channel Advantage makes a compelling case that by recognizing this challenge and by taking advantage of the new opportunities it offers, the seemingly impossible of today can be transformed into the successes of tomorrow." Rick Thoman President and Chief Operating Officer, Xerox Corporation "If you're looking to rethink the way you get products to market, this book asks all the right questions. Very thought provoking!" Thomas E. Bullock President and Chief Executive Officer, Ocean Spray "Executives who fail to place a high priority on new channel marketing strategies, especially the Internet, place the future of their enterprises in serious jeopardy. They, in particular, need to read 'The Channel Advantage' in which Larry Friedman and Tim Furey nail the issues soundly in a very easy-to-read, well-informed manner." Jeff Papows, PhD President and CEO, Lotus Development Corporation