This document presents a case study on Accenture conflicts and its channel conflict strategy matrix. It discusses how Accenture was formed in 2001 due to conflicts between partners at Andersen Consulting. It then outlines a 2x2 matrix for determining channel strategies based on where market power resides and how much value channels add. The four resulting strategies are: compete, forward integrate, lead, and cooperate. Each strategy is exemplified such as airlines using e-commerce directly to compete with traditional channels. The conclusion recommends analyzing conflicts and opportunities to determine the optimal channel strategy or mix of strategies.
