CRM Implementation Lessons from Distribution Leaders

Season 1, Episode 5: In this episode, ASA’s Nils Swenson sits down with Charlie Parham, CEO of Pepco Sales, and Scott Stockham, CRO at RepFabric, to explore what CRM implementation really looks like inside distribution organizations.

Drawing from firsthand implementation experience and broader industry visibility, Charlie and Scott discuss why CRM initiatives begin, where adoption struggles emerge, and how process design, data quality, leadership alignment, and change management ultimately determine success or failure.

The conversation explores sales adoption challenges, implementation pitfalls, organizational readiness, and the operational realities of building a CRM strategy that sales teams will actually use.

This is a candid, experience-driven conversation for distributors evaluating CRM, customer intelligence, and broader digital transformation initiatives.

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