Too often when considering different distribution channels for products and services, companies emphasize direct distribution over other routes to market, without appropriate consideration of the costs and benefits of indirect alternatives. In this webinar Jessica Wadd, Principal at Vantage Partners, and Sam Stewart, Consultant at Vantage Partners, will outline an approach to developing distribution strategies that focuses on identifying the best routes to fulfilling customer needs, irrespective of bias toward indirect or direct distribution.
This approach involves:
- Defining an overall marketing strategy based on the needs of different customer types along their respective value chains, and identifying which existing products/services meet those needs
- Weighing the viability of various routes to market, including assessing how best to expand presence in under-penetrated markets
- Prioritization and execution of strategy
Jessica Wadd | Principal
Jessica Wadd is a Principal at Vantage Partners, and a member of the firm's Sourcing & Supply Chain Management Practice. She brings to her work with clients expertise in strategic sourcing, negotiation, supplier relationship management, change management, and strategic alliances. Jessica's work has primarily focused in two areas: (1) guiding companies through the process of procurement and supply chain transformation, and (2) deep intervention in specific supplier and partner relationships to either turn them around, or to uncover and capitalize on new value creation opportunities. Clients she has worked extensively with include Merck & Co, Procter & Gamble, Takeda, Applied Materials, Equifax, Bayer Schering Pharma, OCHA (an agency of the UN), and USAA.
Jessica is co-author of several research studies, including Vantage's "Customer-Supplier Negotiation Study" and "Value Delivered by Strategic Supplier Relationship Management in Major Organisations", as well as a number of articles on supplier relationship management and alliance management.
Prior to joining Vantage, Jessica was a strategic relationship manager at Lincoln Financial Group where her responsibilities included negotiating and managing several of the company's most critical alliances. Jessica holds an MSc in Behavioral Economics from the University of Nottingham as well as BAs in both English and Economics from Bryn Mawr College.
Sam Stewart | Consultant
Sam Stewart is a Consultant with Vantage Partners. At Vantage, Sam has worked with clients in the financial services and technology sectors supporting partnership strategy development, strategic alliance management, organizational design, and process improvement.
Prior to joining Vantage, Sam was a research associate at Global Expert Advisors, an economic and statistics consulting group. Sam is a graduate of the University of Colorado, where he studied international affairs and economics.