The Routes To Market Association

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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

CHANNEL MANAGEMENT

Channel management is a huge area, covering all aspects of defining partner contracts, programs and compensation. These articles address the issues of direct, indirect and alliance channels from a wealth of industries.

Mindshare matters
Julian Dent
“I love you and you love me” – getting rid of Barney the dinosaur
Max Hotopf
Managing channel change
Rosemary Wyatt
Rainer Fuehres, Senior General Manager at Canon Consumer Imaging: Becoming a real European
Max Hotopf
What do your intermediaries really think of you?
Tarek Sherazee
Dr. Stuart Hanmar-Lloyd: Measuring negative feedback from your channels
Max Hotopf
The beefs of channel managers
Max Hotopf
How much control should you have over your channels?
Julian Dent
Managing complex channels
Max Hotopf
Controlling sell-through channels
Chas Pell

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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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The Routes to Market Association, 4th Floor, Sterling House, Great Eastern Wharf, Parkgate Road, London SW11 4NQ //