Sample chapters
Chapter abstracts
Have a closer look at the topics presented chapter by chapter.
Chapter IBuilding a Competitive Advantage
Why is Distribution Strategy so crucial and why is it one of the most resilient sources of competitive advantage?
Chapter IIFuture-proof Network Design
How should we structure our Distribution Channel and Commercial Policy for sustained growth?
Chapter IIIWhat Analyses Really Matter
What are the key transactional analyses that can really make the difference and how to use them for decision making?
Chapter IVSegmenting in the Right Way
How to properly segment a B2B Network, decreasing Gross-to-Net while increasing partners engagement?
Chapter VDesigning the Commercial Policy
What is the best framework for selecting the key Commercial Terms and allocating budget in line with our Strategy?
Chapter VIInfrastructure, Pricing, Risk Management
What are the core elements of the execution we should be focusing on (with an appendix on Pricing Strategy)?
Chapter VIIAvoiding Common Mistakes and Pitfalls
How should we address the most pernicious habits and misconceptions?
Chapter VIIIBusiness Intelligence and Data
How to set priorities and take cost-effective decisions in the Digital realm?
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