The Role of Sales in Sales Enablement

| September 10, 2019
However, with a regular commute time that consumes a couple of hours each day, I have shifted my focus to podcasts and audiobooks. One of my favorite podcasts is the Inside Sales Enablement series by Scott Santucci and Brian Lambert. In their last episode, they spent time reviewing their thoughts and insights from the Sales Enablement Soiree that recently took place in Boston. They spoke to the fact that there is a great deal of confusion and misalignment amongst practitioners, in part because of uncertainty about where sales enablement begins and ends.

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Microscan

Microscan is a technology leader focused on precision data acquisition and control solutions, including high-performance barcode readers, barcode verifiers and standards-based verification software (ISO/IEC, GS1, and more), and machine vision inspection cameras and software. We help manufacturers around the world drive down cost and waste, automate critical manufacturing process, and increase yields.

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Advanced Manufacturing: Be Competitive in 2022

Article | November 1, 2021

Manufacturing processes will undergo significant transformation in 2022 as a result of advanced manufacturing technology. The changing manufacturing industry is full of digitization to improve processes, products, productivity, and business revenue. Manufacturers must realize the advantages of advanced manufacturing and learn to enhance their production processes to increase their manufacturing plant's productivity. Once you understand the heart of your business and where to integrate technology, you're halfway to success. The manufacturing industry's top professionals have also recognized the technology shift and are supporting upskilling in the manufacturing business. Mr. Matt Mong has said in his interview with Media7, “Once you start to look at yourself in the right way and realize that projects are at the core of your business, it is easy to see how you should use technology to support your business.” – Matt Mong, VP Market Innovation and Project Business Evangelist at Adeaca Importance of Advanced Manufacturing Adopting innovative manufacturing technologies has several advantages that grow its acceptance and relevance among manufacturers across industries. The following are the most significant advantages of advanced manufacturing. Amplifying the product and process quality Improvement in productivity Encourages new ways to innovation Decreases production time Considering the factors above that contribute to the production process becoming more efficient, productive, and revenue-generating, advanced manufacturing will continue to dominate the manufacturing business in 2022. Top Five Technologies That Are Advancing Manufacturing in 2022 To better understand the current trends in manufacturing technology, let us comprehend the technologies that are advancing the manufacturing industry. Additionally, discover how these technologies help manufacturers to advance their manufacturing processes. Cloud Computing Cloud computing in manufacturing is used for marketing, product development, inventory management, and productivity management. It stores software and commercial data via internet connections. Cloud computing is becoming a prevalent technology because it enables manufacturers to improve communication and manage the entire production cycle effectively. According to MarketsandMarkets' study, the global cloud computing market will also increase to 832.1 billion dollars by 2025, growing at a 17.5 percent annual rate in the following years. Benefits of Cloud Computing Fewer technical issues when compared to traditional software use Cost savings because no in-house servers are required Cloud computing enables easy scalability for your developing firm Cloud computing provides centralized control and access from any device How did McDonald's use AWS cloud computing services to transform their customer service? Additive Manufacturing Additive manufacturing enables the fabrication of lighter, more sophisticated designs that would be impossible or prohibitively expensive to fabricate using conventional dies, molds, milling, and machining techniques. Rapid prototyping is another area where additive manufacturing thrives. As a result, it is gaining a grip in the manufacturing business. According to Statista's market research, the additive manufacturing industry is worth approximately 12.6 billion US dollars in 2020 and is predicted to increase at a compound annual growth rate of 17% until 2023. Benefits of Additive Manufacturing Reduces material waste Simplifies manufacturing processes Additive manufacturing enables on-demand production Increases supply chain flexibility The finished product can be made close to the end customer Robotics Robots are used in manufacturing to automate repetitive tasks, resulting in a more efficient assembly line. Humans and robots work together on a variety of things as well during the production of various products. Many jobs are hazardous or necessitate many supplies, which could be harmful to the human workers themselves. So, in such instances, robots play a significant role in executing manufacturing operations. Robotics' increasing application in production is transforming it into a necessary component of industrial processes in the future. According to Mordorintelligence's study, the robots industry was worth USD 27.73 billion in 2020 and is predicted to reach USD 74.1 billion by 2026, growing at a CAGR of 17.45 percent between 2021 and 2026. Benefits of Robotics Increased productivity when compared to traditional manufacturing Consistent speed and quality during goods production Increased workplace safety for all employees at the manufacturing plant Aids in more efficient use of floor space Internet of Things The Internet of Things allows devices to interconnect with one another and exchange data. The IoT connects assets to processes, systems, and people in manufacturing. This enables improved process integration, increased efficiency, and the advancement of manufacturing to the next transformation phase, Industry 4.0. According to Mordorintelligence's market research, the global IoT market is estimated to reach USD 1,386.06 billion in 2026, up from USD 761.4 billion in 2020, a CAGR of 10.53 percent over the forecast period of 2021 to 2026. Benefits of Internet of Things It contributes to increased energy efficiency by identifying and optimizing underperforming devices It monitors all processes and parameters to determine when to replace specific components It improves product quality by analyzing and correcting issues at any stage of the manufacturing process It reduces downtime by detecting and alerting production line personnel to problems It enables more informed decision-making by unlocking Virtual Reality Virtual reality enables plant managers to mimic manufacturing processes and assembly line layouts to discover potentially harmful scenarios. Additionally, virtual reality can immerse an employee in a future workstation and then capture their movement to assess task feasibility and proficiency. As a result, the usage of virtual reality in manufacturing is increasing daily and is widely seen as the industry's future. According to market research firm markets and markets, the worldwide virtual reality industry is estimated to rise by USD 20.9 billion by 2025, expanding at a 27.9 percent compound annual growth rate from 2020 to 2025. Benefits of Virtual Reality Enables a more thorough examination of the product's design Enables the gathering of feedback on future items before they are launched in the real world Final Words In recent years, advanced manufacturing technology has helped the manufacturing industry become more efficient, precise, and goal-oriented. As a result, manufacturers are eager to upgrade their current manufacturing facilities to state-of-the-art facilities. As a result, manufacturing companies would become more competitive and an integral industry component if they implement cutting-edge technologies. FAQs How do you define advanced manufacturing? Product and process improvement through inventive use of new technology is called advanced manufacturing. Which sectors are utilizing cutting-edge technology? Aerospace, Medical, Electronics, Transportation, Energy, and Consumer Product Production Companies are the top businesses or sectors that use cutting-edge technologies with sophisticated manufacturing. What is the difference between conventional manufacturing and advanced manufacturing? Traditional manufacturing adds value to attain the goal. Traditional manufacturing adds value to attain the goal. But, on the other hand, advanced manufacturing covers production methods in specific industries like aerospace, medical, pharmaceutical, etc.

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How Industry 4.0 Solutions Are Revolutionizing the Shop Floors

Article | March 29, 2022

Smart manufacturing industry 4.0 is based on the concept that machines should be able to communicate and collaborate to produce new products and services. Industry 4.0 solutions, often known as the fourth industrial revolution, are transforming the way we live and work—and significantly impact the global economy. “As companies learn to tap into the potential of the vast amounts of data emerging across all areas of operations, decision-making and action-taking are taken to a new level.” - Thomas Erwin Global Head of KPMG Lighthouse, CoE for data-driven technologies Industry 4.0 solutions or technologies are used to alter the way industrial companies function. Industrial IoT, automation and robots, predictive maintenance, simulation, additive manufacturing, and IoT analytics are a few of these technologies. In this article, we will take a look at how these industry 4.0 technologies are accelerating the shop floor activities to optimize the overall manufacturing operations. Industry 4.0 Technologies and How They Can Help Robotics: The application of computer-controlled robots to manual tasks, such as assembling. 3D Printing: Manufacturing a three-dimensional item by layering material under computer control. Sensor Technology: A sensor capable of detecting and responding to environmental circumstances. AI and Machine Learning: Enables the extraction of fresh insights and decision-making capabilities from massive amounts of information. Digital Twin: Creates digital replicas of operations to diagnose problems and test operational adjustments. Augmented Reality: This allows for new data visualizations to increase worker productivity. Communications Network Infrastructure: Enables data transit between machines and humans and comprehensive system integration. Big Data Platforms: Stores, manipulates, and shows data while also providing new degrees of operational management. Digital Supply Chain: Provides real-time visibility into supply and demand to eliminate network delay. IoT Enabled Cybersecurity: New cyber security techniques are required due to newly digitized and automated activities. Improve Shop Floor Operations with Industry 4.0 In Manufacturing Digitize Each Process Recognizing machine availability, idle state, running status, efficiency, and product quality data in real-time is crucial for any shop floor supervisor or manager to meet the actual vs. target production for that day. Digitizing the manufacturing operations enables everyone on the shop floor to precisely comprehend machine parameters and meet day-to-day production targets. With real-time data collection, supervisors, operators, and plant managers can easily track the overall effectiveness of their equipment. Track OEE Using IoT and Mobile App Capture and monitor the accuracy of sensitive data in real-time using IoT devices to record and deliver threshold alerts to supervisors’ and plant managers. This can be done using the mobile app to examine each machine's performance and efficiency. The data acquired by the OEE monitoring software will aid the organization in increasing its overall productivity rate. Keep Track of Product Counts Monitoring production in real-time is difficult for most operators, but digitizing the process with a TV dashboard enables operators to keep track of the number of goods produced on the machine. A production monitoring system allows operators to keep track of the number of products manufactured each day compared to the expected number. Assign Tasks Dynamically Supervisors spend considerable time allocating jobs to operators and tracking their efficiency. Digitizing job card processes makes it easy for supervisors to assign tasks seamlessly to operators on a shift or transfer tasks to others in the absence of an operator via automation. It also efficiently tracks each operator's performance across multiple changes. Keep Track of Machine Failures Maintaining accurate machine uptime and downtime records is a constant challenge for operators. With the arrival of industry 4.0 technologies such as industrial IoT solutions in the market, operators now have real-time data on machine uptime and downtime, allowing for smooth analysis of machine performance. In addition, preventive maintenance software helps operators and managers monitor equipment data while on the go. Unplanned downtime and frequent repairs are incredibly costly, and prevention is critical to achieving a higher return on investment. Utilize Data with a Predictive Maintenance System Tracking machine data and identifying machine downtime in real-time can significantly lower the TCO (Total Cost of Ownership). Collecting machine data for at least five years and evaluating it using a predictive maintenance system powered by AI and machine learning will help your organization reduce unplanned downtime or unexpected machine failures and increase production. In the future, with predictive maintenance software, industrial businesses can figure out what will happen to their machinery and how to avoid it. Many manufacturing organizations have already begun to utilize the potential of industry 4.0 solutions to improve their day-to-day operations and efficiency to satisfy the ever-changing and expanding needs of their customers, resulting in an increased return on investment. Final Word Industry 4.0 technologies enable firms to optimize their daily manufacturing operations and business processes in various ways. As a result, industry 4.0 solutions are generating significant interest in the industry, and several businesses are implementing them on their shop floors. Apple, Amazon, General Electrics, Siemens, Ford, and Bosch are some of the industry's biggest employers of industry 4.0 solutions. However, manufacturers must implement these industry 4.0 technologies correctly. Instead of going with the flow, examine your business requirements and choose the appropriate technological implementation. FAQ Why is Industry 4.0 so critical? Industry 4.0 technology helps you control and optimize your manufacturing and supply chain processes. It provides real-time data and insights to help you make better business decisions, increasing your company's productivity and profitability. What is Industry 4.0's key objective? Industry 4.0's primary purpose is to propel manufacturing forward: make it faster, more efficient, and customer-centric. Also, push beyond automation and optimization in search of new business prospects and models. What are the benefits of smart manufacturing? Improved efficiency, leaner processes, maximum flexibility, enhanced agility, innovation, and higher-quality products are some of the significant benefits of smart manufacturing.

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5 Stats to Reshape Manufacturing Customer Experience in 2022

Article | November 20, 2021

The manufacturing business has always prioritized providing the excellent and most user-friendly products worldwide to its target consumer groups. However, digitalization and customer interaction approaches have altered the manufacturing industry's traditional business model. Now, manufacturers must prioritize improving the customer experience for their target consumer group and keeping up with new trends daily to flourish and remain competitive in the upgrading market. Because, in the end, the buyer is the one who drives your business and generates money. Manufacturers are committing significant efforts to improve the customer experience in the following years. To assist manufacturers in their sincere efforts to improve the customer experience in the manufacturing industry, we have compiled some key facts that must be understood and executed by the industry's or business-specific needs. Before going into manufacturing customer experience statistics, it's essential to understand why customer experience is so critical in the manufacturing industry. The Importance of Customer Experience in Manufacturing Customer service and experience are critical components of any business, which is true in the manufacturing sector. Customer experience can be described as any activity taken by a business to positively influence a customer's impression and opinion of the business, its products, or services. “You’ve got to start with the Customer Experience and work back toward the technology, not the other way around” – Steve Jobs. Customer experience benefits your business in a variety of ways, including the following, It increases customer retention It increases the customer lifetime value It creates brand loyalty It influences brand reputability It can deliver businesses with a competitive edge. Manufacturing Customer Experience Statistics Make your manufacturing business more customer-centric and reap the benefits that many customer-centric companies, such as Apple, Nissan, and Chick-fil-A, are experiencing. To better understand what the customer and industry have explored regarding the customer experience in 2022, below are some statistics from well-known businesses. #Stat 1 Businesses that prioritize customer experience see an 80% increase in revenue. (Source: Forbes) A positive customer experience increases customer interest in the product and acts as a form of word-of-mouth marketing. This way, the business benefits from increased sales and organic promotion by genuine consumers, critical for any manufacturing organization. # Stat 2 73% of customers say that customer experience influences their purchasing decision. (Source: PWC) Customers are not solely concerned with the product's quality or pricing. Instead, they are interested in the complete experience they get while purchasing a product. Therefore, if customers have a negative experience during the purchasing trip, it is pretty likely that they will leave the purchase process in the middle and hunt for other viable solutions on the market. Whereas, if the purchasing journey and post-purchase service are satisfactory, they will gladly purchase the goods and suggest new clients to your business. # Stat 3 By 2023, AI and machine learning will manage around 40% of all consumer contacts. (Source: Super Office) Manufacturing production and revenue are increasing as a result of technological advances and applications. However, the customer experience is not far behind in implementing cutting-edge technology like AI, VR, and AR. For instance, chat bots are the best example of how artificial intelligence, natural language processing, and machine learning are being used to increase consumer engagement. Virtual interaction is becoming more prevalent in the manufacturing industry daily, and both manufacturers and customers like this digital interaction. “Our interactions with our customers have become much more virtual, which frankly seems to work well for the customer and us.” -Scott Heide, Chief Executive Officer at Engineering Intent Corporation Technology application in manufacturing will be maximized, and businesses intend to automate the customer experience by 2023. # Stat 4 According to 70% of customers, an ideal customer experience should be quick, convenient, and cooperative, as well as friendly. (Source: Adobe) Customer service is a skill, and it's always a good idea to put yourself in your clients' shoes. According to an Adobe study, 70% of customers want a quick and convenient service that saves them time. In addition, they anticipate full collaboration throughout the purchasing process, including post-purchase servicing. # Stat 5 72% of customers with a good consumer experience will tell six or more people about it. (Source: Nice Reply) In the first statistic, we discussed word-of-mouth marketing. You will always receive referrals for the excellent products or services you provide to your target consumer group. Customers that have a positive experience will always bring you two additional potential customers, and this number will grow exponentially with each pleasant experience delivered by your organization. How did MacDonald's plan to increase revenue simply by improving the customer experience? When McDonald's revenues started to decline, they focused on the customer experience rather than marketing strategies. They began by listening to their clients and giving them a more streamlined experience. Customers told McDonald's to simplify the menu, increase order accuracy, and use higher-quality ingredients. McDonald's also improved store interiors and introduced digital self-order kiosks and table service, reducing customer wait times. BTIG predicted a 4.1% increase in revenues as these modifications were made. As a result, McDonald's may outperform competitors by improving total customer service. Final Words Customer experience is crucial in manufacturing, and manufacturers must leverage digital customer experience trends to improve their reputation. These a fore mentioned customer experience statistics can assist you in shaping a compelling client experience for 2022 and propelling your organization to new heights of success. FAQ Why should a manufacturing company invest in customer experience? Client experience improves customer retention, builds brand reputation, and gives companies a competitive edge. So manufacturers must invest in the consumer experience. What is the difference between customer service and customer experience? Customer service is one aspect of the customer journey, whereas consumer experience is the sum of all customer encounters with the brand. What does a customer experience include? Customer experience is the overall perception of your business or brand. It is the consequence of a customer's engagement with your website, customer service, and the product they purchase. So, it is the aggregate of all elements from browsing to buying to the product experience. { "@context": "https://schema.org", "@type": "FAQPage", "mainEntity": [{ "@type": "Question", "name": "Why should a manufacturing company invest in customer experience?", "acceptedAnswer": { "@type": "Answer", "text": "Client experience improves customer retention, builds brand reputation, and gives companies a competitive edge. So manufacturers must invest in the consumer experience." } },{ "@type": "Question", "name": "What is the difference between customer service and customer experience?", "acceptedAnswer": { "@type": "Answer", "text": "Customer service is one aspect of the customer journey, whereas consumer experience is the sum of all customer encounters with the brand." } },{ "@type": "Question", "name": "What does a customer experience include?", "acceptedAnswer": { "@type": "Answer", "text": "Customer experience is the overall perception of your business or brand. It is the consequence of a customer's engagement with your website, customer service, and the product they purchase. So, it is the aggregate of all elements from browsing to buying to the product experience." } }] }

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Selecting Quality Management Software: What to Expect in the ROI

Article | April 25, 2022

Deciding on the right quality management software might be difficult for any business due to its features and return on investment evaluation. However, given the requirement for quality improvements, it is critical for a quick return on investment from the software. In addition, effective quality management software can assist in developing a culture of constant improvement in a company's manufacturing operations. "Quality comes not from inspection, but from improvement of the production process." – W. Edwards Deming, Quality management software (QMS) has countless advantages, of which some are quantifiable, and others are more subjective. Quality management systems (QMS) are important because they can help manufacturers be proactive rather than reactive, leading to better overall quality. In this article, we've included several metrics you may use to keep tabs on your progress and understand better your return on investment on manufacturing quality management software. Directly Quantifiable Benefits (ROI) Lowered Defect Management Expenses Components that do not meet or exceed design criteria are wasted. Effective quality management software helps minimize failure rates, saving money. Quality data helps reduce scrap, rework, sorting, and processing costs. Manufacturing quality management software streamlines and modernizes complicated, often error-prone MRO procedures, which reduces maintenance costs and the risk of not complying with the law. Less Expensive Supplier Management Quality control software for manufacturing can be used to mitigate the costs associated with substandard supplier quality. Supplier performance, trends, and on-time delivery are all tracked in real-time. Managers can use supplier ratings to determine which suppliers are the most beneficial to the firm. This data is then used to minimize the risk and expense of working with suppliers and sub-tier suppliers. Higher Supplier Recovery Success Supplier recovery establishes accountability throughout the supply chain, thus mitigating overall risk. Within the quality management system, timely and reliable data on nonconformance suppliers is available, resulting in proactive payback or product replacement. Substandard supplier material can also recoup warranty return costs incurred due to substandard supplier material. Lowered IT Support & Costs Quality management software automates removing excessive applications, hence lowering IT expenses and increasing data consistency. Without additional programming, a best-in-class solution is easily customizable to suit requirements. In addition, having all of the important data in one place eliminates the need for manual data entry, improves data integrity, and saves a lot of time and money. Paperless Workplace A paperless shop floor increases efficiency by saving time spent preparing paper and forms. You save time preparing, distributing, and collecting work instructions, work orders, travelers, and quality data forms with quality management software. Real-time reporting helps managers make better judgments. Apart from saving time, electronic document management also allows administrators to regulate user access to sensitive data and handle document approval electronically. Long-term Financial Return Ensured Product Compliance and Reduced Risk Complex manufacturers must constantly adapt to changing norms. The software can handle quality and compliance issues across departments, process areas, and locations. In addition, the solution simplifies the procedure and improves the results. Better Decision-making with Better Operational Visibility Real-time historical data improves accuracy, efficiency, and quality. Enterprise quality management software can assist managers in discovering trends, repetition, and relative cost. In addition, actionable data helps respond to changing markets and client demands. Complete Traceability of Each Part, Subassembly, and Final Assembly Comprehensive quality management software creates, records, queries, and manages traceability requirements for compliance and quality. The system lets you keep an eye on quality through the product's life cycle to make sure it meets regulatory, quality, and customer requirements. Final Word Quality management software must be evaluated using quantifiable and long-term subjective returns to gain a realistic picture of a system's future performance. When an effective system is in place, employees can focus on high-value chores instead of managing documents or processes. Manufacturing businesses can gain a competitive edge by implementing quality management software for manufacturing. The best quality management software should pay for itself over time. FAQ What is quality control software testing? Quality control in software testing is a systematic set of techniques used to verify software product or service quality. The fundamental goal of quality control is to ensure that the software meets the actual requirements by testing and reviewing them. What are the three types of quality management? Each quality management system is divided into three stages: conceptualization, documentation, and implementation. What are the seven principles of quality management? Engagement of people, customer focus, leadership, process approach, improvement, evidence-based decision making, and relationship management are the seven principles of quality management.

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Microscan

Microscan is a technology leader focused on precision data acquisition and control solutions, including high-performance barcode readers, barcode verifiers and standards-based verification software (ISO/IEC, GS1, and more), and machine vision inspection cameras and software. We help manufacturers around the world drive down cost and waste, automate critical manufacturing process, and increase yields.

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