As manufacturers invest in moving up the value chain (including monetizing their digitalization efforts), it’s critical for organizations to create tools, processes, and a culture that enable selling on economic value rather than price.
Companies have spent millions implementing enterprise resource planning (ERP) and customer relationship management (CRM) systems to reduce inefficiencies and improve functional integration. But, in many cases these systems aren’t helping commercial teams hit their goals.
With well-defined legacy channel strategies in place, new customer purchasing habits resulting from the digital transformation have the potential to significantly disrupt previously profitable, “we’ve always done it this way” processes. Ingersoll Rand has embraced the disruption to not only map
Ask innovation and product development executives at U.S. manufacturers and they will agree — advanced analytics will change the face of innovation. Two-thirds of executives surveyed expect that analytics will improve their innovation performance in the near future. The trouble is that few companies are resourcing analytics well enough to use it to leapfrog their competition or maintain their market position in the future. Why?
In 2013, MAPI surveyed the Sales and Marketing Councils to get a pulse on the state of CRM systems. Since then, CRM’s have expanded capabilities used by other functional groups within an organization. This year’s data collection effort was extended to the Engineering, Research & Development, IT, and Quality Councils. This survey reflects the evolution of CRM software and includes new questions related to business processes and implementation. Learn how organizations are using their CRM and measuring success in the State of CRM.
This discussion focuses on giving sales teams commercial tools and training to be successful in their jobs. Too often, we expect them to rely on previous sales experiences to carry them through. When selling engineered products, we need to think creatively on how we engage with our customers, s
The Industrial Internet of Things (IIoT) is already transforming how manufacturers develop and produce products -- and enabling them to be digitally connected to those products long after they leave the factory floor.
Mark Putnam is a Director at NewEdge who has been with the company for almost ten years. He has a degree in Business and Marketing from Washington State University and has been foundational in developing the tools and practices that supports the Opportunity Thinking work we do.