Navigating the customer journey

By Jesse Sanchez. 

Understanding how to connect with customers is crucial in today’s fast-paced world.   

In this episode of Roofing Road Trips®, host Heidi J. Ellsworth sat down with Alan Davis, product manager at Ingage, to discuss the complexities of the customer journey in the home improvement space. The conversation zeroes in on a critical question: How can sales teams simplify the buying process for customers, making it easier for them to understand pricing and value? 

Alan brings a wealth of experience to the table, having worked in various roles from software development to business development across a broad range of industries. “My passion is really about connecting problems and solutions,” Alan shares, expressing the importance of building better tools when existing ones fall short. His journey into product management has been driven by a desire to solve real-world problems with technology — a perfect fit for the roofing industry, which he believes is underserved by current tech solutions. 

Alan explains that product managers play a crucial role in bridging the gap between business needs and technological capabilities. They gather insights from multiple sources, including internal teams, industry experts, and, most importantly, customers. “You have the answers to the test,” he tells the audience, urging more communication between product managers and users to refine and improve tools that can revolutionize the sales process. 

Throughout the discussion, Alan covers the evolving nature of sales, particularly in how homeowners make decisions. The traditional image of two people at a kitchen table has been replaced by a more dynamic and tech-savvy approach. Alan stresses the need for empathy and adaptability among salespeople, noting, “Sales is a partnership... it’s about driving the value and understanding the connection you have with the customer.” 

Read the transcript or Listen to the podcast to learn more about how Ingage and other innovators are shaping the future of roofing sales!