Top Tips for Smarter Business Growth

July 12, 2016

In the fast-paced and highly complex environment of industrial business, reaching out to peers for smarter business growth strategies is usually the last item to be checked off the list. In addition to quality face time with peers, there’s a wealth of insight to be gleaned from articles written by experts in B2B company growth. This post rounds up the top thought leadership pieces from the first half of 2016.

No. 1: Eaton Taps the Power of Prescriptive Analytics

The Hydraulics Group at Eaton, a multinational power management solutions company, turned to prescriptive analytics in order to gain insight into its business and maximize sales and profits. "We are no longer flying blind and guessing. We have deep visibility into the business. We're now in a position where we can use this analytics approach for the rest of the business," said Matt Mehlbrech, VP of IT at Eaton. Read the article and tell us what you think in the comments section.

No. 2: Global Construction Company Uses Analytics to Make Pricing Local

For Dayton Superior, a leading supplier of concrete and other building materials, traditional pricing practices made it increasingly difficult to compete with local vendors who better understood the economics of a particular region. They soon opted for a data-driven approach to pricing after reps frequently found themselves either losing business due to overpricing or giving away unwarranted discounts. Follow their journey to pricing optimization in this CIO article.

No. 3: Growing Smarter in Specialty Chemicals Manufacturing

For specialty chemical manufacturers, industry cyclicality and cost volatility are ever-present margin threats and difficult to overcome. In this Specialty Chemicals Magazine article, Rick Chappel, director of professional services at Zilliant, describes how prescriptive pricing analytics enables companies to take a more surgical approach to managing cost volatility.

No. 4: Secrets to Improving Manufacturer-Distributor Relationships

Javier Aldrete provides insight on how digital technologies can help improve relationships between manufacturers and distributors. He notes that distributors can benefit from each other by sharing the output of a prescriptive guidance solution. Read more about how advanced analytics can help manufacturers and distributors develop more productive relationships and better business models that can lead to top-line growth.

No. 5: Q&A: Amazon Dash & Technology in the Warehouse

Eric Hills remarks on Amazon Dash and how B2B organizations will be able to compete with this new and disruptive technology. “B2B manufacturers and distributors need to know that the approach shouldn’t be to outdo Amazon. They need to focus on the core of their business and define their value proposition to ensure that the customer’s needs remain at the center of every decision.” Check out this article to learn more about what Hills has to say about this technology and how predictive and prescriptive analytics can help.

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