Fancam: A New Channel Management Strategy
商品編號：9B19A037
出版日期：2019/07/31
再版日期：
商品來源：
商品主題：Entrepreneurship; International Business; Marketing
商品類型：Case (Field)
涵蓋議題：sales, channel, reseller
難易度：5 - MBA/Postgraduate
內容長度：10 頁
地域：South Africa; United States
產業：Arts; Entertainment; Sports and Recreation
事件年度：2015
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.
教學手冊：Fancam: A New Channel Management Strategy - Teaching Note
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