Channel Influence Mapping
A technique used to identify and understand the key influencers within a sales channel who can impact product sales and channel strategy.
Implications
The process of identifying and analyzing the key influencers within a sales or distribution channel, including decision-makers, advocates, and gatekeepers, to better understand and leverage their impact on channel performance.
Example
Example: A pharmaceutical company conducts channel influence mapping to identify which healthcare providers and pharmacists have the most influence over product recommendations, tailoring its marketing efforts accordingly.
Related Terms
Different from customer journey mapping, which focuses on the end-user�s experience, influence mapping examines the roles and impact of various players within the distribution network.
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