How Distributors Use CRMs Today  

Available on-demand

Mike Marks of Indian River Consulting Group has partnered with Distribution Strategy Group to survey distribution decision-makers to understand their experiences with CRM – good and bad. We asked them questions about how they choose, integrate, drive adoption of and use CRM systems.  

Watch this free webinar, where Mike shared results and defined the real-world state of play today in how CRM tools work. The session provides a framework around the five core processes in any CRM that will provide participants with the insight to select, deploy and recognize the implementation pitfalls that can trap a distributor into pilot purgatory.   

The guiding principle driving the framework is that CRMs exist to provide data to the sales representative so they can make better decisions on where to spend their time and what to do. In a fully deployed CRM, 80% of the information should come TO the sales rep and only 20% comes FROM the sales rep. 

Use the framework to assess your own adoption position and identify the key actions to move ahead. 

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Thank you to our sponsor


Mike Marks
Founding Partner, Indian River Consulting Group

Mike Marks co-founded IRCG in April 1987. He began his consulting practice after working in distribution management for more than 20 years. His narrow focus in B2B channel-driven markets has created an extensive number of deep executive relationships within virtually every business vertical in construction, industrial, OEM, agricultural and healthcare.


Jonathan Bein,

Managing Partner

Jonathan Bein, Ph.D. has worked with many distributors to make their marketing a profit center. He has developed and applied analytic approaches for customer segmentation, customer lifecycle management, positioning and messaging, pricing, and channel strategy for distributors.

Prior to Distribution Strategy Group, Bein has successfully led and been part of executive management for software product and services companies in information technology, healthcare, and communications.