Justin Samaniego runs product and digital strategy at Medline, one of the largest medical distribution companies in the world. Before that, he spent years in industrial B2B distribution, moving from sales rep to sales ops to building digital tools from scratch.

This conversation is for any distributor or manufacturer wondering if "going digital" means replacing your sales team. It doesn't, and Justin explains why.

What we cover:

• Why the smartest distributors don't try to automate everything, they automate the repeat, predictable orders and free up reps for the complex problems
• The MVP approach to digital tools: build with your employees first, since they represent your customers and know the pain points
• How Justin found his first use case by going after customers who physically couldn't be visited, including ...