This article is part of the Sales Transformation Future of Sales Series, the central theme of this article is future of manufacturing sales. We believe that there are three considerable trends that are driving transformation in the manufacturing industry: • Servitization • Race to net zero production • Dynamic and intelligent pricing.
Three trends affecting manufacturing sales
Navigating these trends and the challenges they pose effectively is paramount to succeeding in today’s competitive world. Thankfully, there are powerful solutions that are proven to help you succeed and to remain competitive, which are ready to be implemented.
Servitization
Manufacturing companies’ products are gradually commoditizing. Prices are therefore becoming the main competitive differentiator. This directly impacts and contributes to adverse price erosion and margin pressure. This is why we’ve seen so many industries transitioning in recent years from a product model (‘selling products’) to a service model (‘selling an experience’), where products are increasingly leased or sold on a pay-per-use basis.
Race to net zero production
Sustainability is now a top strategic priority across most industries, with a growing focus within manufacturing. So what are the key challenges driving the race to reduce emissions?
- Firstly, there are inherent challenges of handling increasingly volatile energy prices and the growing pressure from an array of key stakeholders.
- Secondly, there are challenges in finding the most effective way to build on each other’s work and learn from and build upon shared ideas.
Dynamic and intelligent pricing
Manufacturing companies can find achieving top and bottom-line growth challenging. Smart pricing strategies - which rely heavily on speed and accuracy, can help you gain and retain a competitive edge, recover value and expand sustainably.
There are two important factors to the pricing:
- Speed: pricing process automation
- Accuracy: AI-enabled pricing
Download the article to receive an in-depth explanation of the three trends
Three trends affecting manufacturing sales
Growth in an Uncertain World
With the current slowdown in GDP growth, many CMOs, CCOs and CFOs are struggling to identify opportunities and invest in a cost-efficient manner that achieve sustainable growth.
Read More
GenAI in sales
Embracing transformative technology
Read More
The Imminent Disruption of Indirect Sales Channels
Embracing an Integrated Ecosystem
Read More
Get in touch
Eustache Bountzoukos
As a FSI Director within Technology & Transformation, I help Real Estate and Insurance clients with their digital transformations. Within the Digital Customer practice at Deloitte The Netherlands, I lead digital (commercial) transformations projects from the design phase to the full implementation. With in-depth expertise in the Salesforce ecosystem and a proven track record in realizing complex, multi-tech platform implementations, I help enterprises bridge the gap between technological capabilities and commercial strategy. I enjoy helping organizations fundamentally redesign their commercial ambitions, sales operations, pricing models, AI strategy & infusion and customer-centric business processes to ensure they remain fully relevant and innovative. I have guided national and international clients through large-scale digital transformations, including the development of centralized platforms that enable organizations to scale operations while maintaining their agility and customer focus. I bring a pragmatic, results-oriented approach to transformations. My work demonstrates a commitment to translating technology investments into measurable business outcomes—whether through accelerated sales cycles, improved pricing accuracy, or the establishment of scalable commercial infrastructure. I love to contribute to my clients social purposes and work together with combined client and colleague teams. As a trusted advisor to C-suite executives I offer help and insights in navigating through the complexities of digital-first strategies. As an individual I strive to create a save and healthy work environment in which colleagues and clients can flourish and constantly develop themselves into their own best version.
Peter van Tilburg
Peter is an internationally experienced technology strategy, sales and delivery expert which is underpinned by 20 years of experience working on various CRM, Digital and Cloud related client engagements in different industries across Europe. In March of 2018 he joined Deloitte Digital after a 12,5 year period with Accenture where he was leading Accenture’s Salesforce, Workday, ServiceNow and Pega business. Today he is the sponsoring partner for Deloitte’s Customer Solutions practice in The Netherlands. Next to his sponsoring partner role, he is a principal solution architect and delivery lead serving clients in Energy, Resources and Industrial Products industries. In the course of his career Peter gained significant experience in Financial Services, High-Tech, Telco and Consumer Goods industries serving clients such as Air France KLM, Barclays, FrieslandCampina, Liberty Global, NN Group, Novartis and Philips.