Channel Adoption through Dealer Design

SITUATION The Internet of Things (IoT) is everywhere, and selling services based on connected device data has been lucrative for many OEs.  Our client- a heavy equipment manufacturer- knew that successfully providing these services required the ability to contact customers. It faced unique challenges because it relies on its dealer network to collect the necessary…

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Tune in to your Channel

Voice of the Channel: business listening for mutual success Many original equipment manufacturers (OEMs) face a very real business challenge: reliance on indirect sales and service networks to sell their products and to be the local face and expert for their brand. Too often OEMs do not provide what their channel partners need to be…

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