Precise. Relevant. Essential.

Russia Channel Management

Joel Backaler, August 18, 2017

$ 1,997.00

A comprehensive overview of how to manage channel partners effectively in Russia. Learn about the distribution landscape, determine if distributors possess the right capabilities, incorporate e-commerce, and understand key considerations for planning channel transitions.

Overview, Table of Contents & Sample Pages below


As the Russian market exits its severe downturn and stabilizes, businesses are increasingly pressured to boost sales.

However, the weak economic recovery in the next several years will limit growth opportunities for businesses, who must increasingly optimize their channels to hit targets and beat the competition.

This report helps business leaders understand how best to proactively capitalize on the changes in the channel landscape. In particular, firms need to find ways to collaborate with their local partners and improve partner capabilities

What you will learn

  • What does the current distribution landscape in Russia look like
  • Which business capabilities do local distributors tend to lack
  • Understand how the landscape will evolve with increasing partner sophistication and emerging channels like e-commerce

What you will receive

  • Immediate access to the 42-page PDF report
  • Exclusive email updates covering emerging markets business topics
  • Special discounts on future report purchases


Table of Contents

  • Executive Summary4
  • Section 1: Central Challenges to Channel Management in Russia5
  •   The Market Will Remain Stable and Predictable6
  •   Route-to-Market Strategies Need to Evolve7
  •   The Channel in Russia Changed Dramatically8
  •   External Factors Pressure the Channel9
  •   Distributors’ Value Added is at Risk10
  •   Distributors are Evolving their Strategies11
  •   Retail is Also Evolving Rapidly12
  •   Large National Players’ Power is Rising13
  •   Industries are Impacted in Different Ways14
  •   Failure to Solve the Issues is Risky for Companies15
  • Section 2: Reshaping Your Channel Strategies16
  •   Companies Need to Adapt Proactively17
  •   Strategies to Manage Change18
  •   Evaluate External Factors to Adaptation19
  •   Evaluate Internal Capability & Priorities20
  •   Select Channel Strategy to Fit Your Goals21
  •   Improve Distributor Capabilities22-23
  •   Case Study: Build Relationships24-25
  •   Find Common Ground26-27
  •   Redesign Your Channel Structure28
  •   Case Study: Redesign Your Channel Structure29-31
  •   Improve Your Hybrid Structure32
  •  Improve Your Relationship with National Players33
  •   Case Study: Find Shared Interests34-35
  •   Case Study: Adapt Your Organization36-37
  •   Utilize E-Commerce38
  •   Case Study: Utilize E-Commerce39-40
  •   Go More Direct41
  • About DuckerFrontier42

Sample Pages

Route to Market Strategies Need to Evolve

Russia Improve Distributor Capabilities

Russia Case Redesign Your Channel

DuckerFrontier is a market intelligence and consulting firm that provides tailored solutions to drive growth for clients across the B2B, healthcare, consumer, and technology sectors. Our dedicated teams serve as advisers to clients, delivering the market and industry knowledge they need to succeed at all points in the business cycle. Continuous research & insights, custom solutions, and transaction support services provide clients with timely, actionable insights to adapt and win in changing markets. The company is headquartered in Washington, DC, with offices in Troy, Mich., New York, London, Paris, Berlin, Singapore, Shanghai, and Bangalore. For more information, please visit www.duckerfrontier.com.

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