Chapter 36: The Effect of Emerging Technology on the Traditional Business-to-Business Distribution Model

Doric Earle

Hey! We are almost halfway through the year 2000! Aren’t your customers supposed to be sizing, configuring, modeling, identifying, pricing, and buying your products by the containership, over the Web by now? You got rid of that pesky, whiny, channel partner already; downsized the sales department; and hired that new Web portal wizard. So how come sales haven’t shot through roof like those other Internet direct sales sites? Were we not all supposed to blow up our dealers, dismantle our channels, disenfranchise our distributors — because the PC revolution and the Internet were going to allow us to get rid of the middlemen in the ...

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