Go To Market Strategy - Friedman Lawrence | Libro Butterworth-Heinemann 07/2002 - HOEPLI.it

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friedman lawrence - go to market strategy

Go To Market Strategy From the Leading Author of the Channel Advantage

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Lingua: Inglese
Pubblicazione: 07/2002
Edizione: 1° edizione


In this path-breaking new book, best-selling author and leading go-to-market strategist Larry Friedman provides a practical and battle-tested approach for taking products, services, divisions, or even an entire company to market!
Drawing on dozens of examples and best-practices across a variety of industries, 'Go To Market Strategy' lays out a clear and actionable blueprint for building a winning go-to-market plan - one that will enable you to do more business, with more customers, more often, and more profitably.
In this book you'll find all of the techniques and tools you need to answer today's crucial go-to-market questions:
Which markets offer the best opportunities for profitable growth?
What do my target customers need? How can I do a lot more business with them?
What mix of channels and partners will help me reach and sell to the most customers at the lowest possible cost?
Do I have the right product or solution? How can I create broader customer interest in my offerings?
Do I have a winning value proposition? What would make the 'message' more compelling - and drive more purchasing activity?
'Go To Market Strategy' is not about incremental change. As Friedman points out, it is for executives seeking nothing less than double-digit revenue growth and the slashing of at least 10-15 percent of selling costs - absolutely realistic results that go-to-market innovators have consistently achieved. This book lays out all of the techniques used by the world's top go-to-market leaders, so you too can achieve those kinds of results, and gain a real go-to-market competitive advantage in your markets.
New thinking from the author of 'The ChannelAdvantage'Offers ready made go-to-market strategic planning for any organizationPractical advice and a revolutionary strategic approach to creating and retaining customers using new technologies and new channel mixes for faster, more efficient routes to market.


Foreword by Neil Rackham; Go-to-market strategy: a brief tour of the issues and opportunities; The Ten Commandments of going to market; Targeting the right markets; Aligning with your customers; Choosing the right channels and partners; Rethinking your products and value proposition; Putting it all together: the integrated multi-channel model; Getting started: the ninety-day go-to-market action plan.


Larry Friedman is CEO of The Sales Strategy Institute, an international go-to-market strategy and planning firm based outside Washington, DC.He is lead author of the best-seller The Channel Advantage (Butterworth-Heinemann, 1999) and co-author of the influential book, Getting Partnering Right (McGraw-Hill, 1996). Widely credited with establishing go-to-market strategy as a core focus of the corporate boardroom, Larry is recognized as a pioneer in the field of multi-channel integration and one of the world's leading experts on business partner channels. Over the past fifteen years, he has consulted to executives at a third of the Fortune 100, and has assisted in the negotiation of over 200 strategic alliances and partnerships on site in 21 countries. He is a sought-after guest speaker and lecturer throughout the US, Europe and Asia. Larry and his wife Kim reside in Reston, Virginia.Please visit www.ssiadvantage.com.

Note Libraio

This path-breaking new book provides a practical and battle-tested approach for taking products, services, divisions or even an entire company to market!

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Condizione: Nuovo
Collana: Butterworth-Heinemann
Dimensioni: 9.25 x 6.25 in Ø 1.30 lb
Formato: Copertina rigida
Illustration Notes:Illustrated
Pagine Arabe: 310

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