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For eBusiness & Channel Strategy Professionals

Realign B2B Channels For A Post-Disruption World

Buyer Journeys Dictate Dismantling And Reconstructing B2B Channel Ecosystems

March 7, 2017

Primary author headshot

Authors

  • By Andy Hoar
  • with Peter O'Neill,
  • Tim Harmon,
  • Jacob Milender,
  • Peter Harrison

Why Read This Report

As B2B customers demand frictionless buy flows, global competition erodes margins, and manufacturers crave direct customer engagement, layers of middlemen are under pressure to evolve — or die. This report describes how age-of-the-customer digital forces are creating a challenging new reality, but also compelling new opportunities, for digital business professionals working at B2B manufacturers and channel partners.

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Table of Contents

  • The Times (For Channels) They Are A-Changin'
  • Digital Forces Are Reshaping Long-Standing Channel Relationships
  • Channel Selling Gives Way To Broader Ecosystem-Based Models
  • Recommendations

  • Operationalize Your Post-Disruption Value Proposition
  • What It Means

  • The Age Of The Customer Needs A New Manufacturer-Channel Order
  • Supplemental Material
  • Related Research Documents