The Top of Funnel: Engaging the “Hidden Buyer” in Digital Manufacturing
On Demand Webinar
Watch now:
The way organisations buy digital manufacturing solutions has changed significantly.
Decisions are no longer made solely on the factory floor by a single technical buyer. Instead, buying groups are larger, stakeholders are further removed from day-to-day operations, and more voices influence the outcome than ever before.
For commercial and marketing teams selling into digital manufacturing, this shift creates a new challenge: how do you engage the hidden buyers who influence decisions long before a vendor conversation begins?
If you’re responsible for generating demand, engaging buying groups, or driving revenue for digital manufacturing or industrial technology solutions, this session is designed for you.
What We Cover
Buying Dynamics
How buying dynamics and stakeholder influence are shifting in digital manufacturing organisations.
Proof of Success
Why proof of success and peer validation are becoming critical to winning trust with buying groups
Personal Brands and Influences
How industry voices, influencers and communities are shaping buyer behaviour
Sales and Marketing Changes
What these changes mean for sales and marketing teams engaging modern manufacturing buyers
Meet the Speakers
Richard Lane
Co-Founder, durhamlane
With over 20 years of commercial experience, Richard co-founded durhamlane to help B2B companies grow faster through high-performing outsourced sales development. He’s worked across sectors, geographies and GTM models, and knows exactly what’s required to drive consistent, measurable pipeline from SDRs – whether in-house or outsourced.
Paraic O’Lochlainn
Vice President of Global Sales, Fluke
Paraic leads global sales for eMaint, Fluke’s enterprise asset management platform, helping manufacturers improve reliability, productivity and operational performance. With extensive international leadership experience across SaaS, IoT and industrial technology markets, Paraic has spent much of his career helping manufacturing organisations adopt digital solutions that improve maintenance, asset performance and operational efficiency.
Phillip Lewis
Senior Marketing Leader Americas, Hexagon
Phillip leads regional marketing strategy for Hexagon Manufacturing Intelligence’s Portable Metrology division across the Americas. With more than 18 years of experience across technology sales and marketing, Phillip works closely with manufacturers across automotive, aerospace and industrial sectors to help organisations adopt advanced measurement technologies while aligning marketing strategy with revenue growth.
Skip the guesswork and learn what works.
Book a meeting with Sam
Business Development Manager
Sam has years of experience working with financial service providers looking to fuel their growth and expand their market presence.
