Multinational companies have a tremendous opportunity to overcome the economic headwinds that are plaguing commercial performance across emerging markets by revisiting the way in which they structure and manage their channels – channel management is the function responsible for overseeing all sales made through distributors and other third-party channel partners.
This is an extremely important area considering indirect sales through distributors represents between 41 and 72% of emerging market revenues for most multinational companies, depending on the region.
Download an executive summary of our proprietary benchmarking study on global channel management:
- Learn from the best practices of 160 multinational companies
- Understand common channel management pitfalls to avoid
- Action on proven approaches that deliver consistent channel outperformance
Please fill out the form below and we will email you the link to download this executive summary.