Research Resources – Whitepapers

Partner management has been transformed. More businesses are adopting a distribution channel as a sales strategy to give partners more choice in whom they can do business with. Across all industries, businesses bring in 35% of their revenue from indirect sales. Some industries, such as automotive, tech, and manufacturing, can see a whopping 75% of [...]

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For many manufacturers today, model-based forecasts are no longer relevant due to ongoing global disruption. Instead of relying on these traditional models, manufacturers can look to sales teams to play a critical role in developing a clear forecast picture that is based on actual customer needs. This paper examines the risks associated with current forecasting [...]

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As manufacturers begin to explore these new technologies and value-added services, they are now confronted with potential competition from technologically savvy new entrants, such as Alibaba and Amazon. These companies — with a closeto- twenty-year head start in data science applications2 — are also beginning to carry similar products and offer competing services focused on [...]

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Today, survival of the fittest is not linked to size or strength but to the ability to change — to move quickly, adapt, seize opportunities, and act. This is particularly true within manufacturing, as the pace of change in the manufacturing industry is accelerating faster than ever before. Becoming more agile is a challenging task, [...]

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Marketers are facing increasing pressure and responsibility. They have a new set of questions to answer, with greater urgency. They have come to acquire more accountability, more technology, and more data from more lines of business reporting to marketing. As a result, marketers now require answers at every level of the organization—and in real time. [...]

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