Chapter 5
Customer-Responsive Enterprise with SCM
Companies have always known that leveraging the strengths of business partners could compensate for their own operational deficiencies, thereby enabling them to expand their marketplace footprint without expanding their costs. Still, there were limits to how robust these alliances could be due to their resistance to share market and product data, limitations in communication mechanisms, and inability to network the many independent channel nodes that constituted their business channels. In addition, companies were often reluctant to form closer dependences for fear of losing leverage when it came to working and negotiating with channel players. SCM is important because companies have come to ...
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