GO TO MARKET

Channel design and relationship management are key choices for a successful value delivery to the customer. Wrong interpretations of emerging trends in the distribution and incorrect channel management choices can thwart the firm marketing strategy and the market success of its products or services.
This program will adopt a strategic and international perspective to provide an in-depth assessment of the key issues to be taken into account in managing distribution channels. Participants will have the opportunity to be updated on current innovative techniques and best practices in channel design and relationship management as emerging from practitioner experience and the most recent research on the field conducted by the SDA Bocconi Retailing Observatory. The main phases (from analysis of context to evaluation of performances) of the go to market process will be investigated.

Participants will find the answers to the following questions General managers, marketing and sales directors, trade marketing managers and retail managers who are interested in broadening their horizons and implement advanced channel management approaches.