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Six Key Factors Missed by Generalists, and Why You Need Industry Specialists:

  1. You are multi-channel – when you speak about ‘customers’ and ‘salespeople’, you are a community and network with a lot of diversity.  You need solutions that bring you together but also enable you to keep individual identities. 
  2. Your Products are Adaptable – you make and sell technologies that are engineered for specific purposes; but may be adapted into many different applications and environments.
  3. Service Matters MORE – your products are expensive, capital equipment; and that means that efficiency, uptime and maintainability matter as much, or more, as the initial cost.
  4. Your Buyers and Sellers Need Knowledge – Your channel partners and end-customers range from very technical engineers to new ‘casual users’ with little familiarity with these technologies – all of these need knowledge and information in context for THEIR needs.
  5. Collaboration is KEY – you want to be seamless, and that means that you connect people and communities when they need help or have feedback.
  6. Your Systems are More Complex – In addition to the standard ERP and CRM needs, you have a full range of technologies and tools to support guided selling, product selection, sales configuration, order configuration and aftermarket upgrades/services.  These need to be integrated.

See original blog post here.


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