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Insights
Welcome to Insights—your destination for forward-thinking analysis, industry trends, and strategic guidance from Geoffrey Marlow and the Marlow Advisory Group team. Here, we share thought-provoking white papers, market intelligence, and practical frameworks to help business leaders stay informed, agile, and ahead of the curve.
Whether you’re planning your next move or rethinking your long-term strategy, these insights are designed to equip you with the clarity and confidence to lead with purpose.
Five Sales Process Failures That Look Like Channel Failures
Five sales process failures manufacturers misdiagnose as channel problems, and the diagnostics that reveal the real cause.
Why the Smartest Manufacturers Are Building AI Around Their Reps, Not Around Their Products
Most manufacturers invest in customer-facing AI first. Here’s why sales-facing AI for manufacturers delivers far greater ROI.
The Distributor Doesn’t Care About Your AI: They Care About Getting Answers at 6:45 AM.
AI won’t save your channel. Speed will. Learn why equipping your rep agency is the real AI channel strategy in lighting distribution.
The Deal Worked. The Project Didn’t.
The Execution Gap: Why Good Deals Fail in 2026 The deal worked. The proforma closed. Capital was committed. And then, somewhere between groundbreaking and certificate
The M&A Blind Spot: Why AI Readiness Is Becoming a Valuation Factor in Manufacturing
AI readiness is now a manufacturing M&A valuation signal. Learn the 4 due diligence questions sophisticated buyers are asking, and what your answers reveal.
The Manufacturer-Rep Relationship: What Better Looks Like, And Why Everyone Wins When We Get There
What separates thriving manufacturer-rep relationships from ones that quietly fail? Geoff Marlow on trust, field leadership, and what better looks like.