Paul Pathikal

B2B digital transformation often fails when technology competes with the sales force. Learn how MES Life Safety overcame adoption plateaus with a sales-rep first e-commerce strategy to drive true commercial excellence.

Key Discussion Topics

• Defining B2B Loyalty: B2B customers "buy" from people, not companies.

• Balancing Sales Buy-In and Commercial Efficiency: Pivoting from replacement fears to professional empowerment.

• Discovery: 5 Skills / The MES Way.

• Scaling Strategy: Personalizing digital assets to amplify human relationships instead of replacing them.