When situations change, companies need to react accordingly. Sometimes a company channel strategy is not current when looking at the prevailing market situation.
With that, the company may need a complete overhaul in its channel strategy. Whether the need for change is an incremental one, or if a complete overhaul is needed, planning the execution as well as following through with the endeavor is crucial. Change in channel strategy is never easy, and requires careful implementation planning even after the direction is clear.
Taking a good grip on the channel is difficult even in a stable situation, and when a structural change is required, it is key to think through every step of the change and prepare accordingly.
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