This whitepaper provides a practical framework for managing indirect sales channels and how Partner Relationship Management (PRM) technology and best practices can be applied to help build, scale, and optimize the sales channel.
This paper outlines a progression that is beginning to take hold in the manufacturing sector – best-in-class companies leveraging digital ecosystems to strengthen key business relationships, grow revenue, and forge valuable customer interactions.
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.
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.
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).
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.
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.
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