Trends Report

Realign B2B Channels For A Post-Disruption World

Buyer Journeys Dictate Dismantling And Reconstructing B2B Channel Ecosystems

March 7th, 2017
AH
Andy Hoar
With contributors:
Peter O'Neill , Tim Harmon , Jacob Milender , Peter Harrison

Summary

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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