Alexander Group (AGI) clients and industry survey participants cite innovation and technology as the biggest drivers of change to manufacturing sales models. Technology is disrupting all sectors of manufacturing. Leading industrial giants realize that they have to learn how to sell intelligent and fully connected machinery in order to not only survive but thrive in the tidal wave of current innovation.
Opportunities and Roadblocks
According to a top executive AGI recently spoke with, “Manufacturers are waking up and starting to realize that this phenomenon will happen with us or without us. Once you get a customer locked in to your ‘intelligent equipment’ and vast array of services, you have a customer for life.”
Despite the clear opportunities technology provides, nearly all manufactures at the fore of this trend face the following challenges:
How to Win in the Connected World
Manufacturers who want to thrive in the new environment have to think and act more like high-tech firms. This requires a fundamental cultural realignment around innovation and customer needs to appreciate the full value that intelligent and connected machinery can provide. Senior leaders have to live, breathe and, importantly, invest in innovation. From this baseline, they can then drive necessary sales model changes that will include:
AGI manufacturing clients are aggressively building out innovation-focused sales models. If you would like to learn more about this topic, please reach out to our Manufacturing and Technology vertical leaders.