Aligning your Go-To-Market Strategy – Distributor Channel 2.0
This session, designed for Distributors, will focus on how to think about and implement a strategic framework that will ensure your go to market strategy is aligned with how End Users want to buy. This will connect the dots between Exponential Disruption from the opening session, ISA 360’s End User’s perspective and ISA’s Channel 2.0. Attendees will leave with a strategic framework template rooted in the realities of today that can be applied within their organizations facilitating the deep discussions at the leadership level needed to thrive going forward.
Ed has a deep understanding of industrial supply channels. With 30+ years’ experience in executive leadership roles in distribution and manufacturing, Ed built, led and turned around organizations. Known as an entrepreneurial-driven-business builder, his expertise is strategizing and growing successful businesses organically or through M&A.
Since 2016, Ed has been the President & CEO of the Industrial Supply Association, the premier trade association for the Industrial MROP Channel. Prior to that, as Executive Vice President – Sales & Marketing for the Industrial Distribution Group (IDG), he led the reengineering and execution of IDG’s Integrated Supply and Industrial vision / strategy focused on the End User first which led to the acquisition by Sonepar in 2014. During this transition, Ed helped lead the integration of IDG and Hagemeyer which has since been rebranded as Vallen. Prior to IDG, Ed served as Vice President of Sales & Marketing for the Sandvik CTT group leading the Precision Twist Drill, Titex and Prototyp brands for North America. In this capacity, Ed re-engineered the salesforce through a mix of direct and independent reps to leverage the combined product and distribution portfolio for the German round tool brands. Ed successfully repositioned the organization and offering to become part of Walter Tools ultimately strengthening the overall brand value for the end customer and industrial channel.
In his current role at ISA, Ed is focused on delivering the strategy and tools needed to help member companies stay relevant throughout industry change.