Key Recommendations SME manufacturers operate in ever more competitive markets where modernization and automation must be continuously delivered. Rapid, collective buying decisions should emphasize operational impact, execution risk, and long‑term resilience instead of near‑term commercial gains. To compete, suppliers must align with how SMEs evaluate, validate, and select automation partners. They must: Focus sales conversations on modernization outcomes like uptime, efficiency, quality, and sustainability — not individual solutions. Highlight low‑risk implementation and integration: Breadth, standards compliance, and lifecycle support enable continuity, not complexity. Adapt messaging to regional priorities while maintaining a steady value proposition centered on business impact. © FORRESTER RESEARCH, INC. ALL RIGHTS RESERVED. 12
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