Insights
If a Product Launches in Distribution and No One Notices, Did It Even Happen?
Most new products don’t fail because they’re bad—they fail because they’re ignored. Learn the six proven strategies top manufacturers use to maximize ROI, drive distributor adoption, and make new product launches impossible to overlook.
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Need for Speed: How an Accelerated Growth Mindset Can Help Your Manufacturing Firm Achieve Aggressive Growth Goals
All manufacturing companies need to grow over time in order to remain competitive. But there’s growth and then there’s growth. Some firms — like [...]
5 Tips to Get the Most Value From Your Annual Strategic Planning Process
Your manufacturing company’s leadership team is invested in getting the most value out of your annual strategic planning process. After all, it’s your most [...]
How Planning for Obsolescence Drives Product Innovation and Lifecycle Management
Until recently, manufacturing companies could get away with a certain level of complacency in terms of their product portfolios. They could sell the same [...]
What to Do When You’re Missing Your Number
The quarter is ending and you’re not hitting your number … We’ve all been there. Some periods you’re the hero crushing growth targets. Other [...]
An Agile Approach to Compounding Wins: Your Ticket to Rapid Growth
We don’t have to tell you that competition among manufacturing companies is fierce. Whether you’re an independent manufacturer or owned by a private equity [...]
For Manufacturers, There Can Be More to Measuring Digital Marketing Effectiveness Than Meets the Eye
Making the shift to a “user first” culture can be a high hurdle for some manufacturing organizations. Even so, the potential payoff has many [...]
Customer-Centric Strategies: How to Prepare Internal and External Partners for Your New Approach to Growth
The vast majority of manufacturing companies sell their products through distributors. So it makes sense that manufacturers tend to structure their growth strategies around [...]
The Simple Questions You Should Ask Your Manufacturing Product Managers to Avoid the Reactionary Problem-Solving Cycle
Manufacturing product managers have a uniquely challenging job, one that makes it especially difficult to find time for bigger-picture thinking. As the product expert, [...]
Accelerating Your Manufacturing Company’s Corporate Growth Strategy Starts With a Growth Committee
If you’ve been in manufacturing for any length of time, you already know that it’s no longer enough to maintain the status quo if [...]
Building and Revving Your Revenue Engine
If you were to do a Google search on ‘the rise of the revenue officer,’ you’d find a host of very interesting articles about [...]
Finding Your Way Beyond “Best Practices” — An Agile Marketing Crash Course
Does it feel like you are always chasing the leader in your category? Your team has all the bases covered and boxes checked, including [...]
Are Your Metrics Misleading? Avoid These 6 Mistakes of Business Intelligence
I started off intending to write an article on metrics. What I realized quickly was there was no real consensus on specific metrics. In [...]
Navigating Go-To-Market Alignment As Your Portfolio Evolves
Recently at Dorn, we’ve been talking a lot about changes that occur in the marketplace or the business landscape that affect how your business [...]
A Better Approach for Industrial Product Launches
It’s been three months since you launched the product that was supposed to provide a big boost in this year’s sales. Early returns are [...]
How to See Beyond the Martech Hype from the Top of Mt. Stupid
There is nothing new under the sun. In my experience, most things touted as totally new are a natural evolution of what came before. [...]
Customer Data Platforms – The ABCs About CDPs
Every few years it seems like there is a new customer data technology with a slightly different name using very similar acronyms: Marketing Customer [...]
Understanding Economic Cycles Is the Key to Market Share Growth
Your business may have been up 15% last year, but so was everyone else. This fact can be lost as companies focus on supporting [...]
The Evolving Role of Sales in the Modern Industrial Manufacturing Organization
If you’ve been in a sales position at an industrial manufacturer for any length of time, changes to your role have likely been the [...]