Cross-selling synergies typically achieve only a quarter to a third of target projections — not due to a lack of intent, but because teams are waiting on IT integration. Here is why this delay is unnecessary.

Cross-selling is on every distributor and manufacturer's agenda — yet complexity limits success. How data-driven insights systematically increase the attach rate during ongoing design-in.

Cross-selling is on the agenda of every distributor and manufacturer — yet complexity limits success. How data-driven insights systematically increase the attach rate during ongoing design-in phases.

AI simplifies frontend development — but not the layers that determine adoption and value. Why a user-centric B2B application requires far more than just its interface.

The most powerful AI does not automatically win the niche market. Why in vertical B2B, domain fit, data schema, and workflow integration determine success — not raw model performance.

If we integrate AI systems and predictive analytics into the sales process, do we not risk losing our core differentiator? The short answer is no. The longer answer is more complex—and more compelling.

The electronics distribution market is undergoing a phase of structural consolidation. Growth driven by market expansion has become less common; instead, efficiency in core operations now dictates which players achieve growth and secure margins.

Achieving measurable AI results even without a perfect dataset or a long-term strategy: how mid-sized sales organisations can implement a pragmatic and successful deployment.

According to McKinsey, nearly 70 percent of mergers and acquisitions fail to achieve their projected revenue synergies. However, the exact same underlying issue occurs with new line card introductions or NPI cycles. While the catalyst differs, the driving mechanism remains identical.