This module explores the strategic priorities and digital transformation impacts on both manufacturers and distributors. It delves into the specific challenges and opportunities they face, highlighting the differences in how these groups approach technology and decision-making. Participants will also learn how change management and customer adoption play critical roles in successful technology implementations.

Learning Objectives:

• Understand the core strategic differences between manufacturers and distributors.
• Identify industry-specific challenges like global competition, supply chain issues, and digital transformation.
• Analyze the decision-making processes and how to position solutions effectively.
• Learn how to manage change and drive customer adoption for long-term success.

This module focuses on understanding the various personas involved in decision-making across manufacturers and distributors. It provides an in-depth look into their motivations, pain points, and challenges. The goal is to help participants tailor their messaging and approach to meet the specific needs of these key stakeholders.

Learning Objectives:

• Identify the key decision-makers within manufacturing and distribution organizations (CIOs, CFOs, CEOs, etc.).
• Understand the different goals and challenges faced by each persona.
• Learn how to customize messaging and engagement strategies based on each persona’s needs.
• Build effective communication strategies to connect with these personas and drive action.

This module teaches how to build relationships with manufacturers and distributors through industry associations, buying groups, and events. Participants will learn how to engage these groups effectively by leveraging networks, associations, and conferences to build credibility and trust.

Learning Objectives:

• Identify key industry networks and buying groups relevant to manufacturers and distributors.
• Learn strategies for building credibility and long-term relationships within these communities.
• Understand how to engage effectively at industry events and conferences.
• Tailor engagement strategies to meet the unique needs of manufacturers and distributors.

This module helps participants learn how to position technology products and services for manufacturers and distributors. It focuses on the critical role of product content and the different digital strategies each group employs. The module also covers how to customize solutions to meet the specific needs of these groups.

Learning Objectives:

• Learn how to position technology solutions such as PIM, CMS, and eCommerce platforms for manufacturers and distributors.
• Understand the role of product content aggregation and syndication in the success of these groups.
• Recognize the strategic differences in digital approaches: eCommerce for distributors and channel strategies for manufacturers.
• Customize technology offerings to meet the unique challenges and requirements of both groups.

This module addresses the unique challenges faced by manufacturers and distributors, such as low margins, slow digital adoption, and legacy systems. Participants will learn how to position their solutions as critical in overcoming these challenges while driving operational efficiency and growth.

Learning Objectives:

• Understand the specific operational challenges that manufacturers and distributors face.
• Identify the barriers to digital adoption and how to overcome them.
• Learn how to position your solutions to address resource gaps and resistance to change.
• Tailor your approach to meet the operational and technical needs of both manufacturers and distributors.
• This module addresses the unique challenges faced by manufacturers and distributors, such as low margins, slow digital adoption, and legacy systems. Participants will learn how to position their solutions as critical in overcoming these challenges while driving operational efficiency and growth.

This module provides strategies for building long-term relationships with manufacturers and distributors by focusing on trust, customer adoption, and customer success initiatives. It also introduces a high-level digital maturity model to assess where customers are in their digital transformation journey and tailor your offerings accordingly.

Learning Objectives:

• Learn how to build trust-based relationships for long-term success.
• Implement strategies to drive internal adoption and overcome resistance to change.
• Develop customer success initiatives to ensure ongoing engagement and value delivery.
• Understand the digital maturity stages and how to tailor solutions to meet customer needs at each stage.

This module focuses on helping manufacturers and distributors scale their businesses globally. It covers key topics such as localization, regulatory compliance, and the challenges of managing global markets. Participants will learn how to support their clients in expanding their digital presence internationally.

Learning Objectives:

• Understand the global expansion challenges manufacturers and distributors face.
• Learn strategies for supporting digital transformation at scale across multiple regions.
• Implement localization strategies to meet regulatory and cultural requirements.
• Provide long-term support to ensure success in international markets.

The final module provides role-specific playbooks for go-to-market teams, including sales, marketing, product management, customer success, and service teams. Each playbook focuses on how each team can apply the lessons from this course to engage manufacturers and distributors effectively.

Learning Objectives:

• Provide sales teams with strategies to target decision-makers and close deals.
• Equip marketing teams with tools for creating targeted campaigns that resonate with manufacturers and distributors.
• Enable product management teams to gather feedback and tailor solutions based on customer needs.
• Ensure customer success teams have the right strategies to drive engagement and retention.
• Align all go-to-market teams around a cohesive strategy for long-term success

• Recap of key lessons and a final assessment to ensure comprehension.
• Certification criteria and award for successful completion.