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36 SMT007 MAGAZINE I OCTOBER 2025 F E AT U R E A RT I C L E by N o l a n J o h n s o n , I - C o n n e ct 0 07 Five Ways to Revolutionize EMS Sales With AI If you've been in the EMS game for any length of time, you know the sales cycle can be a challenge to navigate. It's complex, technical, and often a marathon, not a sprint. With OEMs demand- ing faster turnarounds, tighter margins, and bullet- proof supply chains, the pressure is on for EMS pro- viders to stand out in a crowded field. Enter AI. We're on the verge of transforming how we sell in this industry thanks to AI, from pinpointing the right leads to crafting pitches that hit the mark. AI has been instrumental in how we research and learn about the electronics manufacturing landscape. The five most successful sales strategies for mid- tier EMS companies are: 1. Niche specialization and value-added services. 2. Leveraging regional proximity and relationships. 3. Partnerships with larger EMS providers. 4. Data-driven sales and analytics. 5. An omni-channel sales approach using digital integration. Interestingly, three (arguably four) of these suc- cessful strategies strongly suggest using current state-of-the-art sales and marketing software tools,