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Co-founders of the RTMA.

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Should Channel Management be a CXO role?
	Yes, it should rank alongside Marketing & Sales
	No, It should be part of the CMO/Marketing Director's role
	No, it should be part of the CSO/Sales director's role
	No, it cuts across all functions

Poll results Poll archive

ARTICLE LISTING

Search the articles database below.

CASE STUDIES

Making a multi-channel strategy work
Max Hotopf
I can see clearly now...
Max Hotopf
Moving direct accounts to partners
Rosemary Wyatt
Snuggling up to big retail
Julian Dent

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INTERVIEWS

Building solutions for customers

Facing up to grey markets
Max Hotopf
Making strategic account management work
Max Hotopf
“O villain, villain, smiling, damned villain!”
Max Hotopf
Alex Sozonoff, Former President of customer Advocacy of HP: Getting closer to the customer
Max Hotopf
Sandy Jap, Associate Professor of Marketing, Goizueta: Taking the pain out of reverse auctions
Max Hotopf
Philippe Jeaneret, WW sales development director, HP IPG: Building partner-centric account management
Rosemary Wyatt
Roy Warman, Founding member of Saatchis: Hitting small and medium businesses
Max Hotopf
Professor David Ford, Bath: Twinkle, twinkle, little star
Max Hotopf
Rainer Fuehres, Senior General Manager at Canon Consumer Imaging: Becoming a real European
Max Hotopf

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FEATURE ARTICLE

How to measure and master mindshare
Max Hotopf
Using information to win the retail blitzkrieg
Max Hotopf
“I love you and you love me” – getting rid of Barney the dinosaur
Max Hotopf
Protecting the company’s trademark? That’s not my job!
Paul Sher
Transforming account managers
Max Hotopf
All change for automotive
Guy Swarbrick
Sink or swim time for pharma
Max Hotopf
Retail: Time to end the game of ‘beat you up’
Michael White
Choice of law: Best legal strategy
Max Hotopf
What distribution contracts must include and why
Max Hotopf

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TOPICAL ROUND-UP

Mobile phone replaces the loyalty card
Max Hotopf
The day of the RFIDs
Max Hotopf
Commission awaits Bayer decision
Max Hotopf
Top buying group jumps industries
Max Hotopf
‘Ah, who cares? I’ll be out of here’
Max Hotopf
Do joint loyalty schemes work?
Max Hotopf
Profiling problem children and deserters
Max Hotopf
Motor industry uses block exemption to cut dealers
Max Hotopf
How is the HP/ Compaq merger going so far?
Max Hotopf
Distributors set to take legal action against GSK
Max Hotopf

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VIA VIEWPOINT

Mindshare matters
Julian Dent
Why routes to market will be so important over the next decade
Julian Dent
The long view
Julian Dent
What matters?
Julian Dent
Renovating marketing
Julian Dent
The problem with CRM
Julian Dent
The channels role in delivering customer experience
Julian Dent
Routes to market are the new key to differentiation
Julian Dent
EU fails the customer every time
Julian Dent
Make sure you are taking care of your best partners
Julian Dent

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BOOK REVIEWS

The key to account management
Max Hotopf
Killing three routes to market myths
Max Hotopf
Alliances of the future
Max Hotopf

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BEST PRACTICE

Benchmarking: creating order out of chaos
Max Hotopf
When and how should you invest with partners?
David Coleiro
Getting dealers to embrace your brand
Guy Swarbrick
How to formulate successful channel strategy
Max Hotopf
Step into their shoes: understanding partner business models
Tarek Sherazee
Developing Account Managers’ Skills
Max Hotopf
Acquisitions that don’t bleed sales
Max Hotopf
Controlling sell-through channels
Chas Pell
Partner portals that really work
Max Hotopf
Should you be investing in PRM?
Max Hotopf

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INSIGHT

Winning Partner Mindshare
Max Hotopf
The alternative to the discount default
Michael White
Push or pull?
Max Hotopf
Terminating distribution agreements: What every supplier should know
Paula Staunton
What do your intermediaries really think of you?
Max Hotopf
Why American agreements don't work in Europe
Paula Staunton
Building channel trust
Max Hotopf
Notification - curse or cure?
Paula Staunton
Tackling the real issues
Max Hotopf
The big questions in account management..
Rosemary Wyatt

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THE RTMA AND SIEMENS
'The Routes to Market Association has given Siemens an opportunity to gain from the experiences and best in class approaches of both recognised experts and channel owners dealer with these issues on a day to day basis.'

Tony Oliver, Strategy and Business Develoopment Manager, Siemens/GEC Telecommunications

Check out INSEAD's new program on distribution channel management
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The quarterly channel management Journal
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