How to Capitalize on the New Normal

To remain competitive and not lose their market share, Equipment Manufacturers need to invest in the digitization of their sales processes. They need to be able to offer and sell their products and solutions in the digital economy. This is not an easy feat for Manufacturers of highly variable, configurable products and solutions. In this industry, sales are typically characterized by long sales cycles, built on a trusting relationship between the customer and supplier, with its many steps and interdependencies.

 

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