Russia Channel Management

$ 975.00

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 41-page PDF report
  • Exclusive email updates covering emerging markets business topics
  • Special discounts on future report purchases


Table of Contents

  • Executive Summary3
  • Section 1: Central Challenges to Channel Management in Russia4
  •   The Market Will Remain Stable and Predictable5
  •   Route-to-Market Strategies Need to Evolve6
  •   The Channel in Russia Changed Dramatically7
  •   External Factors Pressure the Channel8
  •   Distributors’ Value Added is at Risk9
  •   Distributors are Evolving their Strategies10
  •   Retail is Also Evolving Rapidly11
  •   Large National Players’ Power is Rising12
  •   Industries are Impacted in Different Ways13
  •   Failure to Solve the Issues is Risky for Companies14
  • Section 2: Reshaping Your Channel Strategies15
  •   Companies Need to Adapt Proactively16
  •   Strategies to Manage Change17
  •   Evaluate External Factors to Adaptation18
  •   Evaluate Internal Capability & Priorities19
  •   Select Channel Strategy to Fit Your Goals20
  •   Improve Distributor Capabilities21-22
  •   Case Study: Build Relationships23-24
  •   Find Common Ground25-26
  •   Redesign Your Channel Structure27
  •   Case Study: Redesign Your Channel Structure28-30
  •   Improve Your Hybrid Structure31
  •  Improve Your Relationship with National Players32
  •   Case Study: Find Shared Interests33-34
  •   Case Study: Adapt Your Organization35-36
  •   Utilize E-Commerce37
  •   Case Study: Utilize E-Commerce38-39
  •   Go More Direct40
  • About Frontier Strategy Group41

Sample Pages

Route to Market Strategies Need to Evolve

Russia Improve Distributor Capabilities

Russia Case Redesign Your Channel

Frontier Strategy Group is a leading information and advisory services firm that works with over 200 multinational clients operating in emerging markets globally. Our analysts and commentary are regularly featured in outlets such as the Harvard Business Review, Financial Times, CNBC, Bloomberg and The Wall Street Journal.

Unlike most research providers, our reports and analysis focus on the issues that matter most for international business. Rather than  cover high-level macroeconomic analysis, our reports interpret how geopolitical and economic trends impact key business activities at a global, regional, national, and sub-national level.

Our unparalleled access to 5,000+ client executives leading businesses around the globe fuels our research agenda, surfacing hot topics and trend analysis that leads the curve, rather than follows it