Value-based distribution of I.T. security products in the Philippines

College

Ramon V. Del Rosario College of Business

Department/Unit

Decision Sciences and Innovation Dept

Document Type

Archival Material/Manuscript

Publication Date

9-9-2011

Abstract

While the network security market's growth is on an upswing, there is a seeming lack of prioritization by the members of the distribution channel. This study aims to show how a Philippine I.T. distributor applied value-based distribution practices to help a global network security brand penetrate the B2B market by first, captivating the value-added resellers. This does not only translate to increased business and profits to the channel members but also a sense of service to the business community as they are enabled to mitigate their network security risks and maintain business productivity.

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Disciplines

Technology and Innovation

Keywords

Computer networks—Security measures; Business logistics

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