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This case study shows how B2B marketing can use a modern MarTech infrastructure for sales channel management in coordination with sales in a short-term and revenue-strong manner. This important sales channel is hardly or not at all processed by most B2B marketing departments, although there are enormous potentials in the sense of so-called “low hanging fruits” that can be realized in this area. The project is presented and described in detail. The article deals with challenges as well as pitfalls and problem areas in detail. The case study makes it easy and effective to build a modern Sales Channel Management 4.0.

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Sales Channel Excellence: A SME Success Story from the Mechanical Engineering Industry

  • 章节

  • 发表日期：

    2025年

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  • Tobias Voigt,
  • Uwe Seebacher

摘要

This case study shows how B2B marketing can use a modern MarTech infrastructure for sales channel management in coordination with sales in a short-term and revenue-strong manner. This important sales channel is hardly or not at all processed by most B2B marketing departments, although there are enormous potentials in the sense of so-called “low hanging fruits” that can be realized in this area. The project is presented and described in detail. The article deals with challenges as well as pitfalls and problem areas in detail. The case study makes it easy and effective to build a modern Sales Channel Management 4.0.