The International Data Corporation (IDC) reported 97% of “digitally determined” organizations want fully connected processes across their entire business, yet only 5% are entirely integrated. The future of manufacturing is digital, but getting there can be a challenge. When you’re working with a distribution channel of dozens or even hundreds of partners, change can feel like it’ll cause friction—but the right change will reduce friction and benefit everyone in your channel all the way down to your end users.
In manufacturing, there are two primary ways to embrace digital transformation: through a partner relationship management (PRM) solution primarily for your distribution partners or a digital ecosystem that encompasses everyone from suppliers to customers.
Digital transformation requires platforms that drive connectivity with all key stakeholders and specifically a heightened focus on the customer. Best-in-class manufacturing companies are leveraging digital ecosystems to strengthen key business relationships, grow revenue, and forge valuable customer interactions.
What is a digital ecosystem? In nature, an ecosystem is the collective animal and plant species in a particular environment that are all interconnected. A digital ecosystem for manufacturing includes all the interconnected players in the distribution chain from suppliers to end users, dealers, agencies, trade schools and associations. Digital ecosystems help manufacturers grow their business and become more connected with every aspect of their value chain.
Channel partners are a manufacturer’s direct connection to customers. Building an effective sales channel and leveraging independently owned and operated businesses often presents challenges.
We’ve identified six common challenges manufacturers face, and we built our PRM solution around solving those six challenges. From challenges with partner recruitment to identifying and measuring the right metrics for your distribution channel, a PRM solution will enable a channel to produce optimal results—engaged dealers and customers, brand loyalty and retention, new and incremental sales, and stronger digital connections with key stakeholders.
AICPA-CIMA needed a platform that allowed them to enable an e-commerce methodology of selling AICPA-CIMA training content to customers on behalf of their partners, support general partner engagement, and represent each partner, on the local level, through co-branded elements. Many partners do not have extensive IT staff nor Learning Management System (LMS) of their own, so a turnkey solution with easy administration was key.
A common request - from many Caterpillar dealers, including CTE - is the need to provide employees with direct access to learning content in real time through their own LMS. In CTE’s case the LMS had to meet internal training requirements, provide scalability, and allow for easy administration.
Headquartered in Troy, Michigan, Meritor is a leading global supplier of drivetrain, mobility, braking and aftermarket solutions for commercial vehicle and industrial markets.
We need to manage opportunities better by getting sales leads to our partners and vice-versa.
We need to train and certify our dealer sales reps and service technicians for optimal performance.
We need to make it easier for our dealers to do business with us.
We need to have access to real-time dashboards and keep track of KPIs throughout the channel.
Not sure what solutions you need? Let’s connect to talk about your specific business challenges and what kind of digital transformation you need to help your distribution channel thrive.
324 S. Wilmington St.
Raleigh, NC 27601