In that darkness the White Walkers came for the first time. They swept through cities and kingdoms, riding their dead horses, hunting with their packs of pale spiders big as hounds.” – Old Nan

I am sure like millions of other people, last nights sleep was a little harder to come by after watching the latest episode of “Game Of Thrones”.  The final 20 minutes of the episode entitled “Hardhome”, introduced us to the all encompassing power and strategy that beholds the WhiteWalkers.  Their most deadly ability is to reanimate the dead as their servants – so their army/personnel is always increasing.

And this leads me onto an interesting article I read this week in CEO world discussing the “Customer Trap” and how Channel Data Management can help –

The article was taken from a book called “The Customer Trap” by Andrew R. Thomas and Timothy J. Wilkinson and illustrates how all companies, regardless of the industry, should maintain control over their sales and distribution channels. “In short, business is dysfunctional. Companies of all sizes follow the mistaken belief that their products and services are best sold to customers with pervasive market reach: the bigger the customer, the better.  Far too many business leaders fail to realize – until it is too late – that the relentless pursuit of volume at all cost is not the key to long-term profits and success.”

Featured in the book, Zyme CEO, Chandran Sankaran, discusses the importance of intermediaries in distribution and the emergence of Channel Data Management.  The book uses Zyme’s Head, Torso and Tail of the Distribution Channel” model to illustrate major challenges related to channel data.

The Head – consists of Mega-Customers, those large distributors and retailers in mature markets that have achieved significant market share. The Torso – represents the up-and-comers in mature markets and some of the larger established players in emerging markets. The Tail – typically represents the bulk of the intermediaries in fast-growing, smaller markets.  The power of Channel Data Management is that it provides transparency of the ‘Torso and Tail’ of the sales and distribution channel, thereby allowing manufacturers to have a real alternative to the ‘Head’.

So though it appears that the WhiteWalkers have the advantage due to the size of their army, “The Customer Trap” illustrates that volume doesn’t lead to success. 

“You know nothing, Jon Snow” – or does he?!