81% of manufacturing companies accelerated digital

Salesforce, a global leader in CRM, publishes the Trends in Manufacturing survey which highlights the large-scale effects the pandemic has had on the manufacturing sector. Many companies are defining new strategies and business models but feel they don’t have a clear approach to digital transformation. But one thing is certain: they are aware that only the use of new technologies can help them compete and overcome the crisis.

“There is a lot of good news emerging from the Trends in Manufacturing report, the main one is the digital acceleration that is allowing many companies to close the technology gap with other countries,” he said. Filippo Arena, Regional Sales Director Automotive & Manufacturing di Salesforce. – The other evidence is that the innovations introduced almost in an emergency mode will become permanent good practices and this will raise the level of innovation and competitiveness of the entire sector ».


The research was carried out by interviewing approximately 750 manufacturing professionals around the world: North America, Latin America, Southeast Asia and Europe, including some in Italy. Respondents were divided into two groups: Future-Ready manufacturers, those who believe their technology systems and solutions were already up to the challenges for the next decade, and Unprepared manufacturers, those who feel their technology systems are not in able to handle the technological challenges of the next ten years. Once the main differences between the respondents were identified, some key trends emerged:

  • The uncertainty has revealed a pressing need for business agility but also represents an opportunity to reimagine certain functions. For example, “demand planning” will no longer be able to take into consideration advanced tools for commercial “forecasting”, perhaps based on complex framework agreements for volume supplies recurring over time.
  • Corporate roles based on the direct relationship with the customer have changed permanently
  • New business models, such as servitization, are an important part of the strategy of forward-thinking companies
  • The Cloud is certainly the enabling element for Digital Transformation projects which, by their nature, require speed and flexibility.

Adapting to a post-pandemic world

The impact of the pandemic has not only changed the way businesses operate, but will leave a lasting imprint on the future. In Italy, 100% of respondents reported that their production capacity has changed, with a further 53% believing the changes will be permanent. Not only that, 64% of Italian respondents stated that Customer Service operations have changed and 62% think that the changes are destined to last over time.

Differentiate products and services

Given the significant disruption to the industry during the pandemic, companies are looking for new ways to engage customers by diversifying their product and service offerings in order to remain competitive. For the next 24 months, companies in Italy believe that the highest priorities are the development of new service offerings (94%) and aftermarket solutions (92%).

Get data-driven insights

The lack of transparency in data and the presence of separate teams that are the source of organizational silos present a challenge for business leaders when trying to accurately predict sales, a situation that has become increasingly important given the current economic climate. About three quarters of Italian respondents (78%) believe that legacy tools represent the biggest challenge they have to face. Also considering that 76% believe siled operations and sales teams are an obstacle, it is clear that the industry needs to shift to an increasingly digital mindset to achieve maximum value for their companies and customers.

Source: RSS DiariodelWeb.it Innovazione by www.diariodelweb.it.

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