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Channel Enablement: Driving Online Transactions Through Resellers

Published by: Jupiter Research Corporation

Published: Jul. 26, 2001 - 5 Pages


Table of Contents


  • How can companies that sell through channels exploit
    the Internet without undermining existing channel
    relationships?
  • How should manufacturers choose a technology partner
    to Internet-enable their distribution channels?
  • Can manufacturers realize a positive return on their
    investments in channel enablement technology?


Abstract

Conventional wisdom has held that Internet commerce would render manufacturers’ existing distribution channels obsolete. But those channels continue to serve a vital purpose. Rather than selling direct, most manufacturers need to Internet-enable their existing channel partners to cut costs and maximize revenues.

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