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Fancam: A New Channel Management Strategy

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In its first four years, Fancam Pty Ltd. (Fancam), a high-definition, 360-degree crowd-imaging business based in Cape Town, South Africa, had enjoyed considerable growth that was driven in part by its network of resellers around the world. However, the structure and incentives of the reseller channel were becoming too difficult for the business to manage. By February 2015, Fancam's chief executive officer was considering how to fix the firm's channel management strategy. He was considering the use of reseller exclusivity agreements and wondered how to manage such agreements. He also wondered how to improve the company's multi-faceted sales incentive structure, whether to replace resellers with an in-house sales force, and what role these decisions would have on the brand positioning of his company's product. Michael Goldman is affiliated with University of San Francisco.

【書誌情報】

ページ数:10ページ

サイズ:A4

商品番号:HBSP-W19386

発行日:2019/7/31

登録日:2019/10/30

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