Facing the Forces of Change and a Call to Action

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Date: Thursday, November 29, 2018
Time: 2:00 PM ET / 11:00 AM PT

About the Webinar

Great movements start with a shared purpose, and there is evidence that a movement is percolating in wholesale distribution. Leaders are rising to fight disruption by becoming innovators of business services.

This is the most important finding so far from Mark Dancer’s work as the lead researcher for the 12th edition of Facing the Forces of Change® to be published in late 2019. Distributors are going on offense, creating new customer experiences and reenergizing supplier partnerships. Much work lies ahead, but Mark’s work to-date has insights that distributors can act on today as they carve out a place for their business in the digital age.

On this webinar, Mark will brief leaders on key findings from our new Facing the Forces of Change® Challenge Paper. He will also share plans for collaborating with distributors as our research continues.

Distribution is fast approaching a dramatic shift: from competing as legacy incumbents, to winning as innovative and entrepreneurial businesses. The path for success is emerging, but we need help from distributors. Mark will conclude his session with several ways for distributors to participate in and learn from his ongoing work over the next year.

Joining Mark will be PROS Chief Visionary Officer, Craig Zawada, who will discuss with Mark the technology distributors are using today to extract actionable insights from data to make better, faster decisions maximizing revenue, deepening relationship with customers, and improving margin in the face of this digital shift.

Please join us for what promises to be an insightful session, and register to attend today.

If you’d like to receive updates related to the 2019 Facing the Forces of Change® study, complete and submit this form and we’ll keep you in the loop.

About the Guests:

Mark Dancer is a leading authority and author on channel innovation and transformation. He founded the Network for Channel Innovation to strengthen the practice and impact of channel innovation through awareness, advocacy and research.

As a Fellow for the NAW Institute for Distribution Excellence, Mark works to help leaders drive innovation as they respond to disruption by online marketplaces, globalization and other market-changing developments. He serves as lead researcher for the 2019 Facing the Forces of Change® research and trends study. Drawing on leading-edge channel research, creative insights and practical experience, Mark helps channel innovators develop foresight, build visions and achieve goals.

As a frequent speaker, workshop facilitator and author, his work draws on 30 years of channel research, strategy and planning across global markets and technology, commercial, industrial, services, construction, food and beverage, automotive and other sectors.

Craig Zawada is Chief Visionary Office at PROS, Inc. He is responsible for creating the vision for how PROS uses data and technology to help companies drive their business strategy.

A widely published author, Zawada is perhaps best well known for co-authoring “The Price Advantage,” which has been recognized as one of the most pragmatic books available on pricing strategy. Prior to joining PROS, he was a partner and leader in the Marketing & Sales Practice at McKinsey & Company.


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About PROS
PROS is powering the shift to modern commerce, helping competitive enterprises create a personalized and frictionless experience for their customers. Fueled by dynamic pricing science, PROS offers solutions that make it possible for companies to price, configure and sell their products and services with speed, precision and consistency across sales channels. Our customers are leaders in their markets across more than 10 sectors, and benefit from decades of data science expertise infused into our industry solutions.