Research Briefing

Manufacturing & Distribution Productivity Drivers Survey

Rising inflation, supply chain constraints and uncertain demand are just a few economic factors that are impacting commercial models. Manufacturing and distribution executives were recently surveyed to provide insights on the investments they are making to drive productivity now and into 2023.

Key findings:

  • Maintaining margin is a go-to-market issue, not pricing
    Adjusting customer and product focus allows more control over margin than negotiating price changes
  • Diversifying revenue priorities is a necessity for growth
    Diverse portfolio manufacturers derive 39% of revenue from Services & Software and achieve 1.4x revenue growth compared to peers
  • Virtual selling and self-service are here to stay
    One coverage model does not fit all customers. 72% of executives are increasing inside sales headcount compared to 50% for field sales
  • Raising pay alone won’t retain top talent
    Over 45% of executives are prioritizing non-pay strategies including flexible work hours and training and development programs
  • Focusing on partner success to design and deliver customer solutions creates a streamlined customer experience
    E-commerce platforms, data transparency, marketing co-investments and partner sales training programs are priorities
  • Investing in revenue operations teams is essential to enable productivity gains
    Over 70% of manufacturers and distributors plan to increase RevOps headcount

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