'The Customer Trap' Emphasizes the Critical Role of Accurate Channel Data in Building Strong Relationships for any Company Selling through Tiered Distribution
REDWOOD SHORES, CA – June 8, 2015 – Zyme, the market leader in the emerging discipline of Channel Data Management (CDM), has been featured in a new business management book by award-winning authors Dr. Andrew R. Thomas and Dr. Timothy J. Wilkinson. 'The Customer Trap: How to Avoid the Biggest Mistake in Business,' helps decision-makers avoid common business mistakes – errors that risk vital customer relationships, brand value, and profits.
The authors praise Zyme as "the pioneer and leader in the emerging field of Channel Data Management (CDM)." This new book is a sequel to their earlier work, "The Distribution Trap," which won the Berry-American Marketing Association Prize for Best Marketing Book of 2010.
"It is an honor to be featured in Dr. Thomas’ latest book,” said Chandran Sankaran, founder and CEO of Zyme. “Since his past scholarship came from other industries, he was not specifically aware of Zyme or our role in pioneering the field of Channel Data Management, but when he saw what our solution was doing for our customers, he described it as a solution to a problem he’d been thinking about and researching for twenty years. His conclusions in the book – on particularly those about the absolute primary importance of accurate channel data – are in synch with the value Zyme has been delivering to our customers for years."
Channel Data Management (CDM) is an enterprise solution that removes risky and expensive guesswork about the movement of the four trillion dollars’ worth of goods sold each year through distributors and retailers. In high-tech alone, this figure is about $1 trillion. Even though trillions of dollars are involved, manufacturers have had to rely on educated guesses about what happens to their products after they leave the shipping dock.
With the rise of an enterprise solution for Channel Data Management, manufacturers now have the ability to make use of this important data, and are beginning to require distributors and retailers to report detailed channel data. This change has resulted in a flood of rich data flowing back to manufacturers, and CDM turns this data into actionable channel and the business intelligence, delivering true channel visibility.
"Core competencies, six sigma, lean business practices, efficiency, managing disruption, unleashing innovation – none of these really mean much if a company has dysfunctional relationships with its customers,” Dr. Thomas explained. “When a customer is able to exert inordinate levels of control over a supplier, the power balance shifts away from the innovator. The effects of this dysfunction can be observed in the realm of channel data. The majority of firms in the consumer and industrial sectors possess little real knowledge about the path to market their products take."
"This critical information is rarely accessible,” he continued, “and many firms are left managing in the dark. Zyme is a leader in helping companies to acquire and harness this channel data. Zyme founder, Chandran Sankaran, was one of the first individuals to recognize the challenge of data transparency, and has focused his team on helping companies collect this data and make it meaningful and actionable."
"The Customer Trap: How to Avoid the Biggest Mistake in Business" (Apress Media, ISBN13: 978-1-484203-86-6) is available in multiple formats: http://tinyurl.com/krl2oqm
About the Authors
Andrew R. Thomas' books have sold widely around the world, have been translated into more than a dozen languages, short-listed for several literary prizes, and won several awards. A successful entrepreneur, he has traveled to and conducted business in more than 120 countries on seven continents. Andrew is contributing editor to Industry Week magazine and Founding-Editor-in-Chief of the Journal of Transportation Security. He is currently Associate Professor of Marketing and International Business at the University of Akron.
Timothy J. Wilkinson is a business professor at Whitworth University. His research focuses on how government policies can be used as a basis of strategic advantage in international business competition. Publications include articles in MIT Sloan Management Review, the Journal of International Business Studies, and the Wall Street Journal
Zyme is the global leader in the emerging channel data management (CDM) space, empowering the New Smart Channel™, a proven approach to creating visibility for actionable knowledge that manufacturers need to accelerate partner sales and optimize marketing program ROI. Zyme's flexible, cloud-based offerings facilitate enterprise-grade decisions by responding to real-time, granular channel intelligence. Benefits include better and targeted MDF, co-op, and rebate programs, plus improved segmentation. Zyme replaces outdated, ad-hoc systems with a state-of-the-art, cloud-based platform, data steward services, and a worldwide channel directory of more than 900,000 partners for guaranteed database quality, support for a wider range of formats, and best practices that enhance reporting compliance. Industry leaders like Dell, VMware, Fujitsu, Plantronics, Xerox, Symantec, Lenovo, GoPro, Armstrong World Industries, and Seagate rely on Zyme. Headquartered in Redwood Shores, CA, Zyme has offices in Texas, Pennsylvania, China, India, and the UK. For more information, visit www.Zyme.com.
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