For years, B2B companies have survived mainly on references. In fact, many manufacturers still do 80% or more of their business through word-of-mouth networks. While that may have worked in the past, it limits scale and leaves growth vulnerable. Trade fairs, cold calls, and endless follow-ups are no longer enough. And building an in-house BD team? Expensive, slow, and often ineffective. That’s the world today. And it’s broken.
The Problem Everyone Feels
Sales cycles in manufacturing are long. Decision-makers are scattered across regions — from India...