Tom Gale and Mike Marks discuss the biggest challenges distributors face as they transition from a traditional outside-generalist sales process to a more adaptive, digital-forward go-to-market model.
MDM Podcast: The 5 Fatal Flaws of Sales Transformation Read More »
Our 2023 retrospective looks at which of our short-form podcast conversations garnered the most listens and blog views.
MDM’s Top QuickTakes of 2023 Read More »
Time for a check-up on the state of the industry as 2023 ends. Mike Marks and Tom Gale review the shifts – seismic and otherwise – that have shaped the competitive landscape across the dimensions of sales channels, digital, data analytics and culture.
QuickTake: Report Card on Distribution Business Models Read More »
It’s strategy season, and even optimistic predictions are for flattish 2024 industry growth. Mike Marks & Tom Gale discuss the bottom-line impact in dealing with whatever your big gorilla(s) looks like.
QuickTake: Fix Your Biggest Critical Constraint for 2024 Growth Read More »
Mike Marks and Tom Gale discuss data points from the 3Q23 Baird-MDM Survey, what the front lines in distribution are saying about how 4Q is shaping and things firms can do now to outperform in 2024.
QuickTake: Playing Offense in Defensive Times Read More »
In a debrief on core themes from MDM’s 2023 SHIFT conference, Mike Marks and Tom Gale discuss a clearer vision for distribution emerging.
QuickTake: Distributors’ Vision to Transformation Read More »
With budgets and operational planning already eyeing the year ahead, Mike Marks and Tom Gale explore where distributors have the most leverage, and where their common gaps are.
QuickTake: Distributors’ Key Business Objectives for 2024 Read More »
Consultant Mike Marks talks culture as the critical differentiator in periods of uncertainty, and the shift from command-and-control leadership.
QuickTake: Culture as a Competitive Differentiator Read More »
Teams that pivoted faster have outperformed competitors. Tom Gale and Mike Marks discuss how to assess your team’s transformational capabilities.
QuickTake: The ‘One Thing’ for Distributor Success in 2024 Read More »
Having discussed the shift from a gen-one to gen-two distributor, Mike Marks and Tom Gale explore the industry’s larger business model transformation, and where competitive advantage is being won and lost.
QuickTake: Distribution Business Model Transformation Read More »
MDM’s Tom Gale and IRCG’s Mike Marks tackle the broader AI-backed applications that may soon become widespread in distribution.
QuickTake: The Many Problems that AI Engines Can Solve Read More »
With traditional (gen-one) distributors threatened by new competitors with radically different financial and go-to-market models, Mike Marks advises on how distributors can build a next-gen distributor.
QuickTake: The Move from Gen-One to Gen-Two Distributor Read More »
Tom Gale and IRCG’s Mike Marks debrief from attending ISA23, with a deeper discussion on what’s new for 2023 as more distributors engage in transforming sales processes and go-to-market models.
QuickTake: Sales Transformation Trending in 2023 Read More »
Great ideas sometimes turn into train wrecks, and no company bats 100% when it comes to initiatives. Mike Marks outlines strategies for minimizing damage and creating best possible outcomes.
QuickTake: The Right Way to Unwind Company Mistakes Read More »
MDM CEO Tom Gale and Indian River Consulting’s Mike Marks discuss the latest AI model, GPT-4, and how it might impact the distribution industry.
QuickTake: What AI & ChatGPT Really Mean for Distributors Read More »
MDM’s Tom Gale and IRCG’s Mike Marks discuss three things — talent inertia, artificial intelligence and culture — that are defining the competitive landscape of 2023.
QuickTake: Three Gap-Makers in 2023 Read More »
Like the industry it serves, NAW is undergoing a powerful transformation as an organization. Here, Tom Gale and Mike Marks debrief from an energizing program of content, networking and ideas-sharing.
QuickTake: 2023 NAW Executive Summit Recap Read More »
In our latest QuickTake Podcast, Tom Gale and Mike Marks discuss Peter Drucker’s timeless teachings of first principles and how they apply for distributors.
What is a Distributor’s Purpose? Hint: It’s Not Selling Read More »
What’s out? Doomscrolling. What’s in? Distribution industry executives making more data-informed decisions supported by stronger technology and analytics. In our first Quicktake podcast conversation of the year, IRCG’s Mike Marks and MDM’s Tom Gale look at the opportunities for distributors to take what the business cycle and competitors will provide in the year ahead.
QuickTake: From Traction to Transparency, Hello 2023 Read More »
In a new MDM podcast, Mike Marks and Tom Gale discuss how distributors can outperform market conditions and competitors in 2023. What will change the industry? And, if market transitions are where competitive advantage is won, what shifts could we see over the next year?
QuickTake: Predictions for 2023 Distribution Shifts Read More »
By providing your email, you agree to receive announcements from us and our partners for our newsletter, events, surveys, and partner resources per MDM Terms & Conditions. You can withdraw consent at any time.
Wholesale distribution news and trends delivered right to your inbox.
Sign-up for our free newsletter and get:
