What's different about manufacturing
Long sales cycles. 12 to 36 months for enterprise.
OEM and supplier relationships. Strategic accounts include not just direct buyers but the OEMs who design products around your components.
Multi-site customers. Account plans need to address each plant or facility.
Channel partner dynamics. Distributors and resellers complicate the direct account relationship.
Inventory and supply chain considerations affect the deal cycle.
The manufacturing account plan
Plant-by-plant whitespace.
OEM design-in opportunities.
Channel partner alignment.
Quality and inventory commitments.
Multi-year contracts and pricing terms.
Stakeholder map
Plant managers at each facility.
VP Operations and supply chain leadership.
Engineering for design-in opportunities.
Procurement and strategic sourcing.
Quality and reliability engineering.
Frequently asked questions
What's unique about manufacturing account planning?
Long cycles, OEM relationships, multi-site customers, channel partner dynamics, and supply chain considerations.
CTA
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