There are new market forces affecting the manufacturing industry, and they are having profound changes on buyer behaviors.  These factors have given rise to the concept of ?Customer Centricity? by which organizations focus their attention on their customers rather than just on the unique qualities of their products and services.  Manufacturers face unique challenges in the transformation to customer centricity, including the role of indirect channel distributors.

 

Manufacturers must facilitate the relationship with both end user and distributor content.  They must direct inventory control, relationship development, opportunity distribution, and revenue attribution.  Most importantly, manufacturers must manage customer centricity across all channels, digital and personal. untitled.bmp


A Source of Content

In Manufacturing there is an increased pressure to focus on relationship selling.   And the emphasis on relationships extends beyond the sale and into the customer and partner journey.   Manufacturers must engage throughout the journey.


Manufacturers must leverage their communication channels and seize every opportunity to engage.  They need to work with their channel partners to leverage product registration.  Manufacturers should introduce advocacy programs to identify existing channel and end-user advocates, enhance relationships, obtain feedback on products and services, and identify future opportunities.


Manufacturers should become a source of helpful content for customers.  Content can include blogs, technical documentation, photographs, instructional videos, and customer testimonials.  It?s necessary for a company to understand their brand message, and develop and share content that aligns with that message.  But even a content library brimming with innovation is useless if the content is not delivered to the right person, at the right time in their journey.


So how do manufacturers interpret selling complexity and the effects on productivity?


A Source of Relationship Building and Inventory Planning

Ecommerce is a growing channel in the manufacturing industry, but to date it?s mostly been viewed as just a channel to sell.  Ecommerce tools have focused on transactions, and sometimes as a digital sales assistant. But when viewed from the perspective and interaction of the customer, ecommerce tools provide an opportunity for relationship building, inventory planning, and insight into the motivations and behaviors of customers. 


Ecommerce solutions also enable interdepartmental transparency to better support the customer and grow the business.  Integration between ecommerce, CRM, and marketing automation is imperative if connected communications are an objective.  Through multichannel communications manufacturers can begin to see who?s coming to their site, what they?re looking for, what messages resonate, and how they like to transact.  Here are 8 considerations for your ecommerce program.


So what changes are manufacturers making to their distribution models, and are more changes to come?

 

A Source of Channel Partner Enablement

Engaging in social media can be overwhelming for independent organizations let alone franchise or dealer networks where a consistent brand experience is paramount. And yet, the number of independent voices can be hard to manage.


But, social media can actually drive channel revenue and it starts by extending reach through channel partners.  In fact, there is a 52X average increase in reach when social posts are syndicated by channel partners. 


There is a way to bring it all together with the right planning, processes, and tools of support.  Manufacturers can create a powerful, consistent presence and start joining and leading the conversation with their customers.


Manufacturers should optimize their social media model for channels.  Ask what the goals of your social media presence are and what is the desired interaction between your brand and customers?  Outline the management structure, regardless of your desired model.  Define who is engaging on behalf of the brand.  Is it solely a corporate activity, local activity or both?  Develop a framework strategy.  Define your content strategy.  Sometimes the biggest challenge for organizations is ?what do we talk about?? Develop the communications strategy ? the brand personality and voice.  Identify content areas you?d like to own.  Determine the support tools required to enable the engagement model and management processes.


Which tactics are manufacturers finding to be most effective?

 

The Oracle Marketing Cloud team of manufacturing industry marketing experts teamed up with researchers at MAPI, The Manufacturing Association for Productivity and Innovation in a survey of sales and marketing leaders at manufacturing companies across North America. The study was aimed at understanding the current state of digital transformation and confirming that the above stated factors were indeed motivating changes within the surveyed companies sales and marketing departments

.

Join us for a 30-minute webcast as we discuss the results of the surveyWe?ll cover how well manufacturers are embracing customer-centricity, what manufacturers really think about the complexity of the sales cycle, which specific factors affect manufacturers? ability to sell, what types of content today?s manufacturers find to be most important, which tactics and skills marketing departments are using effectively, and where they?re struggling.

 

REGISTER NOW

 


There are new market forces affecting the manufacturing industry, and they are having profound changes on buyer behaviors.  These factors have given rise to the concept of ?Customer Centricity? by which organizations focus their attention on their customers rather than just on the unique qualities of their products and services.  Manufacturers face unique challenges in the transformation to customer centricity, including the role of indirect channel distributors.

 

Manufacturers must facilitate the relationship with both end user and distributor content.  They must direct inventory control, relationship development, opportunity distribution, and revenue attribution.  Most importantly, manufacturers must manage customer centricity across all channels, digital and personal. untitled.bmp


A Source of Content

In Manufacturing there is an increased pressure to focus on relationship selling.   And the emphasis on relationships extends beyond the sale and into the customer and partner journey.   Manufacturers must engage throughout the journey.


Manufacturers must leverage their communication channels and seize every opportunity to engage.  They need to work with their channel partners to leverage product registration.  Manufacturers should introduce advocacy programs to identify existing channel and end-user advocates, enhance relationships, obtain feedback on products and services, and identify future opportunities.


Manufacturers should become a source of helpful content for customers.  Content can include blogs, technical documentation, photographs, instructional videos, and customer testimonials.  It?s necessary for a company to understand their brand message, and develop and share content that aligns with that message.  But even a content library brimming with innovation is useless if the content is not delivered to the right person, at the right time in their journey.


So how do manufacturers interpret selling complexity and the effects on productivity?


A Source of Relationship Building and Inventory Planning

Ecommerce is a growing channel in the manufacturing industry, but to date it?s mostly been viewed as just a channel to sell.  Ecommerce tools have focused on transactions, and sometimes as a digital sales assistant. But when viewed from the perspective and interaction of the customer, ecommerce tools provide an opportunity for relationship building, inventory planning, and insight into the motivations and behaviors of customers. 


Ecommerce solutions also enable interdepartmental transparency to better support the customer and grow the business.  Integration between ecommerce, CRM, and marketing automation is imperative if connected communications are an objective.  Through multichannel communications manufacturers can begin to see who?s coming to their site, what they?re looking for, what messages resonate, and how they like to transact.  Here are 8 considerations for your ecommerce program.


So what changes are manufacturers making to their distribution models, and are more changes to come?

 

A Source of Channel Partner Enablement

Engaging in social media can be overwhelming for independent organizations let alone franchise or dealer networks where a consistent brand experience is paramount. And yet, the number of independent voices can be hard to manage.


But, social media can actually drive channel revenue and it starts by extending reach through channel partners.  In fact, there is a 52X average increase in reach when social posts are syndicated by channel partners. 


There is a way to bring it all together with the right planning, processes, and tools of support.  Manufacturers can create a powerful, consistent presence and start joining and leading the conversation with their customers.


Manufacturers should optimize their social media model for channels.  Ask what the goals of your social media presence are and what is the desired interaction between your brand and customers?  Outline the management structure, regardless of your desired model.  Define who is engaging on behalf of the brand.  Is it solely a corporate activity, local activity or both?  Develop a framework strategy.  Define your content strategy.  Sometimes the biggest challenge for organizations is ?what do we talk about?? Develop the communications strategy ? the brand personality and voice.  Identify content areas you?d like to own.  Determine the support tools required to enable the engagement model and management processes.


Which tactics are manufacturers finding to be most effective?

 

The Oracle Marketing Cloud team of manufacturing industry marketing experts teamed up with researchers at MAPI, The Manufacturing Association for Productivity and Innovation in a survey of sales and marketing leaders at manufacturing companies across North America. The study was aimed at understanding the current state of digital transformation and confirming that the above stated factors were indeed motivating changes within the surveyed companies sales and marketing departments

.

Join us for a 30-minute webcast as we discuss the results of the surveyWe?ll cover how well manufacturers are embracing customer-centricity, what manufacturers really think about the complexity of the sales cycle, which specific factors affect manufacturers? ability to sell, what types of content today?s manufacturers find to be most important, which tactics and skills marketing departments are using effectively, and where they?re struggling.

 

REGISTER NOW

 


There are new market forces affecting the manufacturing industry, and they are having profound changes on buyer behaviors.  These factors have given rise to the concept of ?Customer Centricity? by which organizations focus their attention on their customers rather than just on the unique qualities of their products and services.  Manufacturers face unique challenges in the transformation to customer centricity, including the role of indirect channel distributors.

 

Manufacturers must facilitate the relationship with both end user and distributor content.  They must direct inventory control, relationship development, opportunity distribution, and revenue attribution.  Most importantly, manufacturers must manage customer centricity across all channels, digital and personal. untitled.bmp


A Source of Content

In Manufacturing there is an increased pressure to focus on relationship selling.   And the emphasis on relationships extends beyond the sale and into the customer and partner journey.   Manufacturers must engage throughout the journey.


Manufacturers must leverage their communication channels and seize every opportunity to engage.  They need to work with their channel partners to leverage product registration.  Manufacturers should introduce advocacy programs to identify existing channel and end-user advocates, enhance relationships, obtain feedback on products and services, and identify future opportunities.


Manufacturers should become a source of helpful content for customers.  Content can include blogs, technical documentation, photographs, instructional videos, and customer testimonials.  It?s necessary for a company to understand their brand message, and develop and share content that aligns with that message.  But even a content library brimming with innovation is useless if the content is not delivered to the right person, at the right time in their journey.


So how do manufacturers interpret selling complexity and the effects on productivity?


A Source of Relationship Building and Inventory Planning

Ecommerce is a growing channel in the manufacturing industry, but to date it?s mostly been viewed as just a channel to sell.  Ecommerce tools have focused on transactions, and sometimes as a digital sales assistant. But when viewed from the perspective and interaction of the customer, ecommerce tools provide an opportunity for relationship building, inventory planning, and insight into the motivations and behaviors of customers. 


Ecommerce solutions also enable interdepartmental transparency to better support the customer and grow the business.  Integration between ecommerce, CRM, and marketing automation is imperative if connected communications are an objective.  Through multichannel communications manufacturers can begin to see who?s coming to their site, what they?re looking for, what messages resonate, and how they like to transact.  Here are 8 considerations for your ecommerce program.


So what changes are manufacturers making to their distribution models, and are more changes to come?

 

A Source of Channel Partner Enablement

Engaging in social media can be overwhelming for independent organizations let alone franchise or dealer networks where a consistent brand experience is paramount. And yet, the number of independent voices can be hard to manage.


But, social media can actually drive channel revenue and it starts by extending reach through channel partners.  In fact, there is a 52X average increase in reach when social posts are syndicated by channel partners. 


There is a way to bring it all together with the right planning, processes, and tools of support.  Manufacturers can create a powerful, consistent presence and start joining and leading the conversation with their customers.


Manufacturers should optimize their social media model for channels.  Ask what the goals of your social media presence are and what is the desired interaction between your brand and customers?  Outline the management structure, regardless of your desired model.  Define who is engaging on behalf of the brand.  Is it solely a corporate activity, local activity or both?  Develop a framework strategy.  Define your content strategy.  Sometimes the biggest challenge for organizations is ?what do we talk about?? Develop the communications strategy ? the brand personality and voice.  Identify content areas you?d like to own.  Determine the support tools required to enable the engagement model and management processes.


Which tactics are manufacturers finding to be most effective?

 

The Oracle Marketing Cloud team of manufacturing industry marketing experts teamed up with researchers at MAPI, The Manufacturing Association for Productivity and Innovation in a survey of sales and marketing leaders at manufacturing companies across North America. The study was aimed at understanding the current state of digital transformation and confirming that the above stated factors were indeed motivating changes within the surveyed companies sales and marketing departments

.

Join us for a 30-minute webcast as we discuss the results of the surveyWe?ll cover how well manufacturers are embracing customer-centricity, what manufacturers really think about the complexity of the sales cycle, which specific factors affect manufacturers? ability to sell, what types of content today?s manufacturers find to be most important, which tactics and skills marketing departments are using effectively, and where they?re struggling.

 

REGISTER NOW

 


There are new market forces affecting the manufacturing industry, and they are having profound changes on buyer behaviors.  These factors have given rise to the concept of ?Customer Centricity? by which organizations focus their attention on their customers rather than just on the unique qualities of their products and services.  Manufacturers face unique challenges in the transformation to customer centricity, including the role of indirect channel distributors.

 

Manufacturers must facilitate the relationship with both end user and distributor content.  They must direct inventory control, relationship development, opportunity distribution, and revenue attribution.  Most importantly, manufacturers must manage customer centricity across all channels, digital and personal. untitled.bmp


A Source of Content

In Manufacturing there is an increased pressure to focus on relationship selling.   And the emphasis on relationships extends beyond the sale and into the customer and partner journey.   Manufacturers must engage throughout the journey.


Manufacturers must leverage their communication channels and seize every opportunity to engage.  They need to work with their channel partners to leverage product registration.  Manufacturers should introduce advocacy programs to identify existing channel and end-user advocates, enhance relationships, obtain feedback on products and services, and identify future opportunities.


Manufacturers should become a source of helpful content for customers.  Content can include blogs, technical documentation, photographs, instructional videos, and customer testimonials.  It?s necessary for a company to understand their brand message, and develop and share content that aligns with that message.  But even a content library brimming with innovation is useless if the content is not delivered to the right person, at the right time in their journey.


So how do manufacturers interpret selling complexity and the effects on productivity?


A Source of Relationship Building and Inventory Planning

Ecommerce is a growing channel in the manufacturing industry, but to date it?s mostly been viewed as just a channel to sell.  Ecommerce tools have focused on transactions, and sometimes as a digital sales assistant. But when viewed from the perspective and interaction of the customer, ecommerce tools provide an opportunity for relationship building, inventory planning, and insight into the motivations and behaviors of customers. 


Ecommerce solutions also enable interdepartmental transparency to better support the customer and grow the business.  Integration between ecommerce, CRM, and marketing automation is imperative if connected communications are an objective.  Through multichannel communications manufacturers can begin to see who?s coming to their site, what they?re looking for, what messages resonate, and how they like to transact.  Here are 8 considerations for your ecommerce program.


So what changes are manufacturers making to their distribution models, and are more changes to come?

 

A Source of Channel Partner Enablement

Engaging in social media can be overwhelming for independent organizations let alone franchise or dealer networks where a consistent brand experience is paramount. And yet, the number of independent voices can be hard to manage.


But, social media can actually drive channel revenue and it starts by extending reach through channel partners.  In fact, there is a 52X average increase in reach when social posts are syndicated by channel partners. 


There is a way to bring it all together with the right planning, processes, and tools of support.  Manufacturers can create a powerful, consistent presence and start joining and leading the conversation with their customers.


Manufacturers should optimize their social media model for channels.  Ask what the goals of your social media presence are and what is the desired interaction between your brand and customers?  Outline the management structure, regardless of your desired model.  Define who is engaging on behalf of the brand.  Is it solely a corporate activity, local activity or both?  Develop a framework strategy.  Define your content strategy.  Sometimes the biggest challenge for organizations is ?what do we talk about?? Develop the communications strategy ? the brand personality and voice.  Identify content areas you?d like to own.  Determine the support tools required to enable the engagement model and management processes.


Which tactics are manufacturers finding to be most effective?

 

The Oracle Marketing Cloud team of manufacturing industry marketing experts teamed up with researchers at MAPI, The Manufacturing Association for Productivity and Innovation in a survey of sales and marketing leaders at manufacturing companies across North America. The study was aimed at understanding the current state of digital transformation and confirming that the above stated factors were indeed motivating changes within the surveyed companies sales and marketing departments

.

Join us for a 30-minute webcast as we discuss the results of the surveyWe?ll cover how well manufacturers are embracing customer-centricity, what manufacturers really think about the complexity of the sales cycle, which specific factors affect manufacturers? ability to sell, what types of content today?s manufacturers find to be most important, which tactics and skills marketing departments are using effectively, and where they?re struggling.

 

REGISTER NOW