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Speaker at EAST: Virag Vora, Technical Sales Engineer, TwinThread

Speaker at EAST: James Cooper, Senior Account Executive, SmartSights

EAST Session: Wednesday, May 14 from 5-7PM Sponsored by the Eastern States Exposition and West Springfield Convention & Visitors Bureau. This event, featuring appetizers and beer, will take place outside between buildings 3 & 5.

EAST Session:

Speaker at EAST: Lars Faller, Corporate Account Manager, SIEMENS

EAST Session: Abstract : As factories and job shops move towards Industry 4.0, machine tools are becoming more connected, opening up new possibilities for productivity and efficiency. However, this connectivity also brings new cybersecurity risks. Many manufacturers think cybersecurity is just an IT issue, but the reality is that the shop floor is now a prime target for cyberattacks, ransomware, and system breaches that can halt production and damage equipment. In this session, we'll dive into practical, actionable strategies to boost cybersecurity specifically for machine tools and manufacturing systems. You'll learn why modern CNC machines, robots, and connected equipment are at risk, discover common vulnerabilities in connected manufacturing environments, and explore cost-effective cybersecurity best practices tailored for small and medium manufacturers. We'll also discuss how to collaborate with machine builders, software providers, and integrators to build resilient systems, share real-world case studies of attacks and lessons learned, and outline key steps you can take today to reduce risk without slowing down production. Whether you're running a high-mix job shop or a high-volume plant, this session will help you understand cybersecurity from the perspectives of operators, plant managers, and owners, and provide you with a roadmap to protect your business as you modernize operations. Significance/Importance : This presentation is crucial because it equips manufacturers with practical strategies to protect their connected systems from cyber threats, ensuring productivity and safety as they embrace Industry 4.0. Additionally, it will help the shop owner to be compliant with the cybersecurity requirement from the U.S. Deportment of Department of Defense (DoD) and European regulations.

EAST Session: Manufacturing sales have hit a wall. Deals are taking longer to close and costing more to win. Since 2022, sales cycles have increased by 22%, while win rates have slipped by 17%. In this engaging fireside chat, industry experts will discuss why investing in ecommerce is essential—but notoriously difficult—for manufacturing companies with complex sales environments. From managing global sales teams and navigating intricate buyer journeys to configuring millions of product options, the challenges are vast. Join us to learn: - How to create product discovery experiences that reduce complexity for buyers. - Best practices for optimizing product data to ensure your entire catalog is discoverable and configurable online. - How to leverage insights from digital interactions to drive better business decisions. Don’t miss this candid conversation on how manufacturers are transforming their digital sales approach to boost efficiency, drive revenue, and enhance the buying experience. Significance/Importance: This topic is critical because manufacturing sales are increasingly complex, with deals taking longer to close and win rates declining—sales cycles have increased by 22% and win rates have dropped by 17% since 2022. As manufacturers face mounting pressure to streamline operations and drive revenue, adopting ecommerce solutions is essential. However, the complexity of managing global sales teams, serving thousands of buyers, and configuring millions of product options poses significant challenges. Understanding how to reduce this complexity through effective product discovery, optimized data, and actionable insights is vital for manufacturers striving to remain competitive and enhance their digital transformation journey.

EAST Session: Abstract : Manufacturers have more customer data than ever before, yet many still struggle to turn that data into real insights. Too often, sales teams rely on gut instinct, outdated reports, or incomplete CRM entries, leading to missed opportunities and inefficient processes. AI changes the game by analyzing patterns humans can’t see, uncovering hidden sales opportunities, and predicting customer needs before they arise. In this session, we’ll explore how AI can transform the way manufacturers understand and engage with customers—without requiring a complete digital overhaul. We’ll discuss real-world applications of AI in sales and customer relationships, including proactive recommendations, automated data capture, and predictive insights. You’ll leave with a clear understanding of how AI can help you move beyond guesswork, make data-driven decisions, and build stronger, more profitable customer relationships. Significance/Importance : Manufacturers have long relied on relationships and gut instinct to drive sales, but today’s competitive landscape demands more. Traditional CRMs were meant to help but became data-entry burdens, leading to poor adoption and missed opportunities. AI is changing the game by turning raw data into actionable insights—automating manual processes, predicting customer needs, and uncovering hidden sales opportunities. Companies that embrace AI gain a competitive edge, while those that don’t risk falling behind. This session will show how AI helps manufacturers move beyond guesswork, make smarter decisions, and build stronger customer relationships with less effort.

EAST Session: Moderated by: Mark Michalski Adopting smart technologies like IoT, AI, and automation isn’t just about innovation—it’s about alignment, impact, and readiness. In this practical, strategy-focused panel, hear directly from manufacturers and technology experts who’ve successfully navigated the journey from pilot projects to scalable solutions. Join us to explore how small and mid-sized manufacturers can: - Align tech investments with business goals - Learn from real-world success stories in aerospace, medtech, and machining - Upskill their workforce to support digital transformation - Access regional resources for implementation support - Whether you're just exploring smart tech or already scaling, you’ll leave with actionable insights and connections to help future-proof your operations.

Speaker at EAST: Manoj Thakur, CEO, Driscoll Associates