Keynote speaker Ed Marsh joined LogicBay’s John Panaccione in Raleigh, NC to explore the state of indirect sales channel in a Manufacturing 4.0 industrial sales world
BOSTON, MA - 24 May, 2018
The indirect industrial sales channel was created to solve problems in a different era. Manufacturers facing vast geography and diverse prospects and customer use cases needed efficient models to disseminate information, deliver products, and provide local service.
Indirect channels provided an economical solution. Independently owned distributors created a network, often including agents and reps, with industrial vertical and/or geographical areas of responsibility. Leveraging local, cultural, and business awareness while building on personal trusted relationships, sales channels created demand, generated leads, delivered products and provided local service. In exchange, they purchased at a discount for resale or were paid commissions – a less expensive and more effective solution for many manufacturers.
While it’s well understood that the internet and falling “cost of distance” have substantially changed buyer behaviors and the relationship between traditional parties in the industrial supply chain, few companies have embraced new possibilities and technologies.
In an adapted version of his successful keynote “The Curse of Information Abundance” strategy consultant, revenue growth expert and veteran Ed Marsh provided manufacturing executives at the M&T Conference & Expo in Raleigh, NC with an inspiring vision of the latent potential of indirect sales channels in a disruptive environment.
“It’s always a pleasure to meet the folks that make stuff and make American manufacturing great” said Marsh. “I’ve been in all phases of industrial sales channels throughout my career and I empathize with participants across the distribution channel.”
Demand generation, lead generation, sales, and service are creating new challenges for manufacturers and their channel partners. In many cases a convoluted channel tech stack aggravates these challenges despite good intentions.
John Panaccione, CEO of LogicBay, a Partner Relationship Management (PRM) provider, Army veteran and sales channel expert joined Ed to introduce the concept of a proprietary tech solution, a consolidated ChannelStack which provides manufacturers and their sales channel an integrated solution to support functions from digital marketing to customer retention.
Panaccione noted “Ed’s ability to simplify the strategic revenue growth challenges helps companies keep their focus on changing buyer behaviors. In our experience that’s the foundation for successful revenue growth and productive collaboration between industrial manufacturers and their channel.”
In addition to speaking at the IndustryWeek M&T Conference & Expo, Marsh is a contributor to IndustryWeek.
Anyone interested in learning more about improving industrial sales channel performance and the ChannelStack can access conference resources through LogicBay’s website at https://www.logicbay.com/mtexpo2018 . Consilium offers a complimentary sales channel assessment available here.
About Ed Marsh: Ed has 25 years of experience in industrial marketing, sales & management. He's a HubSpot tiered partner and has helped a number of B2B companies achieve revenue growth success by coaching and developing their internal teams using this model. He's a graduate of Johns Hopkins, a former Army Airborne Ranger, NACD Board Director Fellow and member of the Association for Corporate Growth. He's also an experience international businessman and Export Advisor to American Express's Grow Global program.