Menu

Resources

Insights and research to power business growth.

  • All Tags
  • Article
  • Case Study
  • Executive Brief
  • Partner Business Insider
  • Survey
  • Video
  • Webinar
  • Whitepaper
Case Study

Equinox Louvered Roof

We need to manage opportunities better by getting sales leads to our partners and vice-versa.

Case Study

Heavy Equipment

We need to train and certify our dealer sales reps and service technicians for optimal performance.

Case Study

Hyster-Yale Group

We need to make it easier for our dealers to do business with us.

Partner Business Insider

Incentives: The Secret Ingredient of a Successful Channel Enablement Strategy

Hey, channel leaders! Watch your channel performance take off after implementing the proper incentives strategy.

Partner Business Insider

The Communications Lifecycle of an Incentive Program

Learn how the Communication Life Cycle of acquiring, engaging, and retaining channel partners plays out in incentive strategies.

Case Study

Heavy Duty Trucking

We need to have access to real-time dashboards and keep track of KPIs throughout the channel.

Partner Business Insider

Measuring What Matters With Tailor-Made, Embedded Analytics

Building on the customization capabilities of Sisense, we were able to meet our data security requirements, customization needs, and deployment architecture needs.

Webinar

Industry 4.0: Insights for Sales Channel Leaders

Reach your channel goals, address marketing challenges, and improve relationships with your channel partners and end users by evolving processes, technology and mindset.

Webinar

Executing an Ecosystem Strategy for the Manufacturing Industry: Five Questions to Ask to Ensure Success

In this webinar, we address five key questions to ask to better understand, plan for, and navigate the execution of an ecosystem strategy for your business.

Featured Articles

Cornerstone of Future Growth: Ecosystems

Accenture Strategy

Accenture Strategy surveyed 1,252 business leaders from diverse industries across the world to better understand the degree to which companies are capturing ecosystem  opportunities. We found companies are pursuing new business models to navigate, or even lead, disruption. When asked what they would typically do to disrupt their industry, 60 percent of executives said, “build ecosystems.” Nearly half have already built or are currently building an ecosystem to respond to disruption.

The New Sales Imperative

Harvard Business Review

B2B customers are deeply uncertain and stressed. With virtually infinite information available on any solution, a swelling raft of stakeholders involved in each purchase, and an ever-expanding array of options, customers are increasingly overwhelmed and often more paralyzed than empowered. The authors’ solution, developed through work with hundreds of sales organizations globally, is a proactive, take-charge prescriptive approach that sweeps away obstacles and guides customers through decision making. 

The coming evolution of field operations

McKinsey & Company

Industrial manufacturers with aftermarket services have been disrupted by new technologies and advanced analytics, but the best organizations are not resisting but capitalizing on those trends. These companies are transforming their field operations to dramatically improve service levels and the customer experience, increasing efficiency and productivity, and creating value in new ways—both for customers and for themselves as original- equipment manufacturers (OEMs).

How digital is powering the next wave of growth in key-account management

McKinsey & Company

Digital and advanced analytics are changing the game for B2B businesses, even for the largest of customers, and those that get it right see the rewards. Building on an earlier analysis of changing customer preferences in the digital age, McKinsey & Company carried out an extensive survey of more than 150 decision makers and buying influencers at large companies—all of whom would be considered “key accounts” by their major suppliers. 

Industrial manufacturing trends 2019

PwC

For the industrial manufacturing (IM) sector, a series of external challenges ultimately may be catalysts for action that the industry has avoided for many years. Global trade disputes, tariffs and trade barriers, political instability and even the potential onset of a recession are topping a long list of threats that could have palpable repercussions for companies that make complex engineered products and equipment mostly for manufacturing operations and earth-moving projects.