TITLE : TRANSFORMING YOUR GO-TO-MARKET STRATEGY: THE THREE DISCIPLINES OF CHANNEL MANAGEMENT.

Table of Contents
 
Acknowledgments														vii	
 
Introduction														  1	
 
1. The Promise of Channel Stewardship								  9			
 
2. Mapping an Industry												 29
 
3. Building and Editing the Channel Value Chain I
   The Key Principles.											     55		
 
4. Building and Editing the Channel Value Chain II
   A Framework for Getting Started								     73
 
5. Aligning and Influencing the Channel Value Chain I
   The Concept of Power												 95
 
6. Aligning and Influencing the Channel Value Chain II
   Focusing on Performance											117
 
7. Stewardship in Action I
   Supplier Case Studies	    									135
 
8. Stewardship in Action II
   The Intermediary's Perspective									157
 
9. Stewarding Multiple Channels										181
 
10.The Challenges and Opportunities of the Internet as a Channel
203
 
11.Integrating the Internet into the Multi-Channel Solution
227
 
12. Strategy and Implementation of Channel Stewardship
245
 
Notes																263
 
Selected Bibliography												279	
 
Index																283
 
About the Authors													289