How Marketing Teams Drive Sales Enablement in Distribution

Case studies

OMS

How Marketing Teams Drive Sales Enablement in Distribution

Case study of Paladone's marketing team adopting a mobile order writing app to equip reps with current catalogs, improve buyer interactions, and streamline order capture at trade shows and accounts.

Published

June 4, 2026

Read time

3 min read

Source

Paladone, a global gift distributor, replaced paper and legacy apps with a tablet-based order writing solution. Marketing led the selection to ensure reps had up-to-date product images, order history, and reporting. The change improved brand perception during buyer meetings and gave marketing direct control over catalog content via CSV uploads. The case study shows how marketing can own sales enablement outcomes in wholesale distribution.

Key takeaways

Marketing can lead OMS selection when the goal is sales enablement and brand presentation

Mobile order apps replace pen-and-paper and outdated tools at trade shows and account visits

CSV catalog uploads give marketing control over product images and new releases

Digital tools improve buyer perception versus manual order writing

Independent reps adopt tools faster when the workflow matches existing processes

Market overview

SCR methodology note

Vendor landscape

Leaders

Implementation considerations

Important consideration

Original Source

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