Why Most CRM Projects Fail in Distribution (And How to Fix It) James Gerdes, Founder of WebPresented

Описание: Digital transformation is sweeping across the distribution industry—but are companies adopting the right technology, or just chasing the latest trend?

In this episode of Tech Talks: Evolving Distribution, hosts Corey Hayes and Bill Rosado sit down with James Gerdes, President and Founder of WebPresented, to unpack one of the most misunderstood topics in modern distribution: CRM adoption and the true role of technology in sales performance.

James brings a unique perspective to the conversation. With roots in management consulting at PricewaterhouseCoopers and enterprise software at Infor, he witnessed firsthand how distributors rely heavily on ERP systems while their sales teams often lack the tools needed to manage relationships, opportunities, and customer insights.

That realization led to the founding of WebPresented, a CRM platform built specifically for wholesale distributors.

In this episode, the conversation dives deep into the real challenges distributors face when implementing technology, including:

• Why many CRM implementations fail—even with “best-in-class” platforms
• The biggest digital transformation mistake distributors make
• How automation and AI can actually create more problems without clear processes
• The hidden difference between ERP data and real sales intelligence
• Why “customer health” may be the most important metric distributors aren’t tracking
• How CRM can reveal insights about sales performance you may not expect

James also shares a fascinating real-world story of a distributor who believed their top salesperson was driving massive growth—until CRM data revealed something very different.

Whether you're a distributor exploring CRM for the first time or a sales leader looking to improve visibility into your team’s performance, this conversation delivers practical insights on how to approach technology, process, and customer relationships the right way.

Learn more about WebPresented:
https://webpresented.com

About Tech Talks: Evolving Distribution

Tech Talks explores how technology, e-commerce, and digital transformation are reshaping the distribution industry. Each episode features industry experts sharing practical strategies to help distributors modernize their operations and stay competitive in an increasingly digital marketplace.

New episodes are released every Tuesday and Thursday.

Listen on:
• YouTube
• Spotify
• Apple Podcasts

Subscribe to the Tech Talks Evolving Distribution LinkedIn Newsletter to stay updated on new episodes and insights.

Sponsored by Aldrich Web Solutions

For over 20 years, Aldrich Web Solutions has helped distributors win online with powerful eCommerce platforms, digital strategy, and web development solutions built specifically for B2B distribution.

Learn more:
https://aldrichsolutions.com

#Distribution #DigitalTransformation #CRM #WholesaleDistribution #B2BCommerce #SalesLeadership #TechTalks