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Resources

Insights and research to power business growth.

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Whitepaper

The Definitive Guide to Training and Certification

A well-planned and executed training and certification program is critical to help ensure the success and effectiveness of your network of employees, dealers, and customers. But getting there is not easy. We hear many pain points from our clients and addressing them effectively often requires the help from content providers, training program consultants, and of course a technology platform to bring these audiences together. 

Whitepaper

Industry Associations: Challenges & Solutions

Empower your Association members and partners with easy-to-implement digital solutions

Our work with Associations has taught us that there are a number of obstacles related to achieving growth, in terms of members and overall revenue, and delivering value in terms of content, events, and member engagement. This whitepaper sheds light on common challenges Industry Associations are currently experiencing, along with digital solutions and best practices that address them.

Whitepaper

ROI of Partner Relationship Management (PRM): The Benefits of Deploying a PRM Solution with Case Study Examples

In this whitepaper, we offer a model that organizations can apply to generate a positive ROI as they consider deploying a PRM system. We also provide two business examples highlighting the solutions we’ve delivered to help our clients overcome industry challenges, along with the accompanied results.

Whitepaper

PRM Best Practices for Managing Your Distribution Channel

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.

Whitepaper

Emerging Digital Ecosystems for the Manufacturing Industry

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.

Whitepaper

Navigating Digital Transformation: Embracing Change in the Distribution Channel -- An Overview of LogicBay's Channel Program Services

This resource bundle provides some practicals steps towards improvement by:
• Establishing the current state of your dealer and distribution network through an internal and external perspective.
• Developing a roadmap for moving forward.
• Aligning all parties through a formal communication plan.

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 2020

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.