In our recent State of Technology in Distribution survey, we evaluated the core technologies, platforms and products used by distributors to manage their business including sales and marketing, internal operations and financial management.
Marketing Effectiveness
5 Reasons Marketing Automation Fails (and How to Give It a Real Chance)
When the ROI of marketing automation isn’t what you expect, don’t retreat to a basic email package. Before you go, get honest about whether you really gave marketing automation a chance.
The Case for Marketing Automation in B2B
The scales have shifted. Buyers have evolved in the ways that they prefer to purchase. Technology, digital channels and non-stop connectivity continue to empower today’s buyers with more immediate information and many more choices than ever before. We, as marketers must change to adapt to these changes.
Why Distributors’ Customer Churn Management Efforts Aren’t Working
Few distributors try to predict customer churn. Those that do, get it wrong because of how they define churn. The problem lies in how they define a “lost customer.”
How to Overcome Resistance to Strategic Pricing
Learn the secrets to successful strategic pricing implementation and get the results you need with buy-in from your entire team.
B2B Customer Surveys: How to Get Actionable Feedback from Customers
Distributors who regularly solicit their customers’ input via customer surveys gain important insights for decision-making.
The War Between Sales and Marketing is Marketing’s Fault
Marketers need to learn that when sales and marketing fight, sales wins. Even when they’re wrong.
Distributors: You’re Doing Marketing Wrong – and It’s Going to Cost You
Distributors need to recognize the role marketing professionals can play in meeting customer expectations. If they don’t, they’ll quickly become irrelevant.
How to Build Successful B2B Customer Loyalty Programs
Customer loyalty and incentive programs can help wholesale distribution companies build meaningful relationships with their customers to gain mindshare and wallet share.
High-Tech AND High-Touch: How Distributors Can Win in a B2C World
If you aren’t building high-tech platforms that make it hyper-efficient for your customers to execute simple transactions, you’re losing the game. But simply adopting a high-tech model isn’t the answer either.