The State of CRM in Distribution: Making the Software Work for You

Cover of: The State of CRM in Distribution: Making the Software Work for You

Mike Marks of Indian River Consulting Group 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.  

In this free report, Mike shares the results and defines the real-world state of play today in how CRM tools work. This report 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. 

When you submit your data, your information will be shared with the sponsors of our program. We will also send you communications from Distribution Strategy Group, which you can unsubscribe from at any time. Our privacy policy can be found at

Thank you to our sponsor:

sponsor logo:

About the Author:

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.