Channel Management Reads

Here are some books that help explain all about channels of distribution:
1. Channel Champions: How leading companies build new strategies to serve customers. By Steven Wheeler & Evan Hirsh
2. Inside the Tornado : Marketing Strategies from Silicon Valley's Cutting Edge. By Geoffrey A. Moore
3. Getting Partnering Right: How Market Leaders Are Creating Long-Term Competitive Advantage. By Neil Rackham, Lawrence Friedman & Richard Ruff
4. Managing Channels of Distribution. By Kenneth Rolnicki
5. Go To Market Strategy: Advanced Techniques and Tools for Selling More Products to More Customers More Profitably. By Lawrence G. Friedman

Pricing Negotiations

Companies today struggle with how to reduce channel conflict and with ways to stay compliant with regulations like Robinson-Patman and Sarbanes Oxley. Having a well defined special pricing program with rules that are clearly outlined and defined goes a long way. For example, companies like Rockwell Automation, Western Digital, and ViewSonic (to name a few) have well defined pricing programs that are available to their partners and customers. These companies require a flexible pricing scheme that can relate to market conditions. Capturing the pricing requests and enabling quick and accurate feedback to partners ensures the highest satisfaction for all parties involved. More importanly, it also means higher close rates and more business.