The Blueprint for Sustainable Digital Growth in Manufacturing

In a recent episode of The Manufacturers’ Network, Saltbox CEO David Blue sat down with Lisa Ryan to talk about the evolving landscape of B2B manufacturing—and how digital transformation has shifted from a “nice to have” to a business imperative.

You can listen to the full 27-minute conversation here.

Or keep reading for a few highlights.

The Pandemic Was the Starting Gun

David shares how the post-COVID landscape accelerated a decade’s worth of innovation in just a few years—especially for manufacturers. While many B2B sectors moved quickly, manufacturing has lagged behind. That gap? It’s where Saltbox saw an opportunity to help.

“The pandemic really turned everyone’s eyes toward what digital actually means—and what customers really want.”

The B2B Buyer Is Changing

New buyers are younger, digitally fluent, and expect the same intuitive experiences they get as consumers. David talks about how traditional selling motions—especially those built around reps and legacy systems—can’t always meet those expectations.

“Nobody wants to go fully online, but nobody wants zero self-service either. The winners will blend both.”

Start Small. Scale Smart.

One of the standout stories is from Shorr Packaging, a company that went from manually entering orders into ERP to building a fully integrated digital buying experience—starting with what David calls “the least disruptive entry point.”

“They didn’t try to boil the ocean. They found where customers were already asking for change—and started there.”

Automation as a Force Multiplier

Rather than replacing people, automation helps teams focus on the work that matters: building relationships, breaking into new markets, solving real customer issues. David makes the case for efficiency as a growth driver—not just a cost play.

“Sales and service roles aren’t going away. But they’re evolving—and digital helps support that shift.”

Data, Architecture, and the Long Game

David closes the conversation by reminding listeners that transformation doesn’t happen overnight. Success depends on good data, a sound architecture, and a roadmap that prioritizes people and progress—not perfection.

“Digital transformation is never done. But you have to get started—and listening to your customers is the best place to begin.”

Want to Learn More?

You can listen to the full episode here.

And if you're curious how Saltbox Mgmt is helping manufacturers blend digital and traditional experiences, we’d love to talk.