Buyers are demanding digitally-enabled outcomes, such as proof of ROI and streamlined services. Manufacturers and distributors are reacting – those that invest 2x more in digital tools and roles are averaging a 45% higher revenue growth than peers. And the integration of sales, marketing and service is vital to traditional selling models, for lead generation, line of sight into buyer data and to leverage XaaS models and recurring revenue streams.
Through 60+ interviews with sales VPs, CSOs and CROs covering manufacturing and distribution segments in electrical, building materials, building systems, chemicals, materials, industrial, and capital equipment, insights and leading practices on the following revenue management priorities were revealed:
In addition, 100+ datasets on benchmarks including growth, margins, costs, productivity, organizational structure and sales compensation were gathered to provide an industry comparison for participants.
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Manufacturing & Distribution Chemicals & Specialty Materials: New Journeys, New Solutions – Part 1