Hit the mark
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:
- Adapting to the new buyer journey
- Optimizing go-to-market approach for new and strategic offerings
- Integrating marketing, sales and service
- Evolving channel strategies
- Aligning talent and compensation to growth strategy
- Investing in sales operations
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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How We Work – Manufacturing
How We Work – Distribution
Manufacturing Insights
Distribution Insights
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