Skip to main content

Navigating the Seas of Disruption to Achieve Profitable Growth: Part 1


A Modern, Customer-Centric World

Wholesaler-Distributors are living in times of great change and even greater opportunity. In the first of our 3-part webinar series, we will explore these changes and opportunities in light of the many marketplace disrupters causing distributors to re-think their approach to technology, business processes and -- most importantly -- the customer experience.

Rapidly changing customer requirements, shifting demographics, and tight margins have placed distributors at a crossroads, where they must take bold steps toward becoming more “customer-centric”— leading to a maximization of the overall customer experience.

Please join our industry thought leaders Paul St. Germain (formerly with IBM), author of the brand new NAW report “Facing the Forces of Change: Navigating the Seas of Disruption” and Craig Zawada, Chief Visionary Officer (PROS), who will explore the market conditions unleashing a set of disruptive forces — in the form of new competition & channels, increasing costs and more — causing distributors to re-think and re-develop their approach to value creation today.

Learn how to:

  • Adopting data science to transform your pricing strategies into a competitive advantage
  • Leveraging prescriptive analytics to accelerate your business
  • Amplifying the value of your CRM with embedded guidance to streamline and unify user experience


About the Speakers

Craig Zawada, Chief Visionary Officer, PROS, Inc.

Craig Zawada is responsible for creating the vision for how PROS uses data and technology to help companies drive their business strategy. A widely published author, Zawada is perhaps best well known for co-authoring “The Price Advantage,” which has been recognized as one of the most pragmatic books available on pricing strategy. Prior to joining PROS, he was a partner and leader in the Marketing & Sales Practice at McKinsey & Company.


Paul St. Germaine (formerly with IBM) 

While working for IBM, Paul was responsible for managing IBM’s business and strategic initiatives within the global wholesale distribution industry. He researched critical issues and trends, developed IBM’s point of view on industry imperatives; guided IBM’s industry offerings and solutions; and engaged with wholesale distribution executives to help them transform their organizations. During his more than 35 years with IBM, Paul spent the last 20 years working directly with wholesaler-distributors to determine the opportunities, challenges, and risks associated with implementing supply chain and business solutions. In addition to serving as lead researcher and author of Facing the Forces of Change®: Navigating the Seas of Disruption in collaboration with the NAW Institute for Distribution Excellence, Paul assisted in the creation of Facing the Forces of Change®: Reimagining Distribution in a Connected World, published in November 2013, and Facing the Forces of Change®: Decisive Actions for an Uncertainty Economy, published in November 2010.