Partnership Strategy
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November 2011
Partnership
During October, I had the distinct pleasure of attending the BAI Retail Delivery Summit 2011 and the 3rd Mobile Contactless Payment Innovations Summit. These shows discussed various aspects of banking and payment convergence with digital mobile devices. The majority of the presenters focused on the technology and near field communications issues. But there were a few speakers who had different perspectives.
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In January 2011, American Airlines (AMR) and Sabre Holdings, parent company of Travelocity, came to loggerheads over content, fees, and the role of global distribution systems in the future of air travel. While American Airlines seeks to gain efficiencies and customer intimacy by encouraging customers and ticket brokers to connect directly with the American Airlines information systems, Sabre Holdings decries a reduction of choice and transparency and responds with a lower placement of American Airlines offerings in their distribution system.
Is American Airlines squeezing the distributors and harming customers or is this a strategic shift that improves welfare?
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In a landmark case, the US Supreme Court removed a barrier to vertical price floors in a 5-4 ruling on Leegin v. PSKS on June 28th. While the court’s decision leaves room for future anti-competitive lawsuits and therefore ensures that case law will determine the legal framework for future decisions, it also opens the possibility [...]
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If you want to frustrate a bootstrapped entrepreneur, tell them to pay for their distributors’ advertising. Then, to really get them confused, tell them that it is cost efficient. This may be what advising entrepreneurs in Market Development Funds is like, but no one said good advice and popular advice were the same. In this [...]
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The cover article in the March 27, 2006, BUSINESS WEEK, provides excellent insight for small-to-medium-size businesses seeking to streamline production and distribution systems to gain competitive advantage. The article is entitled “Speed Demons; How Smart Companies Are Creating New Products – And Whole New Businesses – Almost Overnight.” Authors Steve Hamm and Ian Rowley observe: [...]
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By: Objectives and Benefits
Adrian Horne
In an earlier edition of The Wiglaf Journal Bob Brill and Carmen Patti, of Patti and Brill LLC, discussed the key role of the patent attorney in defining effective patent claims and prosecuting the patent application for a new and innovative development. They also introduced the concept of commercializing patented inventions by licensing. In this [...]
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February 2004
Partnership
For many executives, the question of sales channel selection and management is framed as a question of determining the best means to create a conduit for reaching end customers. Framed in this manner, distribution channels are examined with a focus on driving the maximum flow-through of product from the producer to the end customer. In [...]
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This summer I had the pleasure of visiting Cesky Krumlov, a Renaissance city in southern Bohemia, now a part of the Czech Republic. Earliest inhabitants in the area date back to 4000 BC, but the city really began to pick up as a center for commerce, power, art, and philosophy after the 1200s. Outside of [...]
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When hundreds of thousands of transactions per month are required in order to achieve a million dollars in revenue, businesses must embrace a low cost approach to reaching their market. One low cost approach is through channel distribution partners. In 1999, AssureBuy selected to embrace this approach. AssureBuy Organized in ’94, AssureBuy (www.assurebuy.com) initially approached [...]
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There are many go-to-market strategies for new technologies. Firms can build their own sales and marketing team and go-direct, take a licensing strategy and allow others to commercialize their technology, or explore opportunities between these two extremes in a partner distribution strategy. Each go-to-market strategy presents its own complexities, tradeoffs, and challenges. In September of [...]
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