3
The dominant manufacturing paradigm has changed forever. Dealers
and distributors are no longer the sole conduit for sales. Relationships
are much more direct. Manufacturers no longer rely on dealers and
distributors to tell them what to make. On their own, they must predict
what will be in demand, and design forward-looking solutions. As
businesses have fully embraced digital engagement with prospects and
customers, the sheer volume of data—intent signals, transaction data,
customer interaction insights, real-time material costs, market volatility,
inflationary pressures, competitive moves and more—make it impossible
for internal teams reliant on sales intuition or Excel spreadsheets to glean
meaningful insights or fully harness those insights into tailored offers, in
real time, all the time, every time.
Manufacturers who cling to last-century methods now face a litany of
barriers to increased business, including:
• Inability to keep up with quote requests or RFPs
• High error rates caused by quote and configuration errors
• Channel complexity due to lengthy and complex ordering processes
• Lack of analytical insights into understanding each customer
In a Digital
World, What's
Holding Up
Sales?
