Managing Stakeholders in Agtech Sales Processes in 2025

Here's what you need to know about managing stakeholders in Agtech sales for the wine industry in 2025:

Digital transformation is reshaping stakeholder roles and decision-making
Key players include vineyard managers, winery owners, and tech buyers
Success depends on tech knowledge, data skills, and relationship building
Tools like CRM systems and data analytics are crucial
Sustainability and ROI are top priorities for stakeholders

Key strategies:

Identify and prioritize decision-makers using B2B databases
Tailor communication to each stakeholder's needs and tech savvy
Use data to demonstrate clear ROI and sustainability benefits
Solve problems proactively and balance competing interests
Stay adaptable as the industry evolves towards e-commerce and eco-friendly practices

Stakeholder	Old Role	New Role (2025)
Vineyard Managers	Manual monitoring	Data-driven tech users
Winemakers	Traditional methods	AI-assisted blending
Marketing Teams	Conventional advertising	Digital analytics experts
Distributors	Physical inventory	E-commerce specialists

By focusing on these areas, Agtech sales pros can effectively manage stakeholders and drive success in the rapidly changing wine industry landscape.

Finding Key Wine Industry Decision Makers

The wine industry is going digital, and that's changing who calls the shots. Let's look at how to find and focus on these key players as we head into 2025.

Main Decision Makers

In wineries, three types of people usually decide on new tech:

Role	What They Do	Tech They Care About
Vineyard Managers	Run grape production	IoT sensors, drones, precision farming
Winery Owners	Make big decisions, control money	Overall tech use, return on investment
Tech Buyers	Choose and set up new tech	Specific Agtech solutions, making systems work together

Take Ryan Decker, for example. He's a viticulturist and grower relations manager at Clos du Val Winery. Decker uses cool tech like Tule Vision to check soil moisture and plant stress, and Lumo to manage watering. He says, "Execution is really where the rubber meets the road."

Other Important Players

Don't forget these folks - they can sway decisions too:

Suppliers
Service Providers
Industry Groups

Caine Thompson from O'Neil Vintners shows why these matter. He grew a farming trial from 40 to 130 acres after seeing good results. Thompson notes, "We held winemaker panels on quarterly field days, and each time, winemakers unanimously agreed that the regenerative organic wines tasted better."

Using B2B Wine Prospects Database

Want to find these decision-makers fast? Try B2B Wine Prospects. It's built for the U.S. wine industry. Here's how to use it:

1. Get Real Contacts

It has checked info for big shots in U.S. wineries and vineyards.

2. Search Smart

If you pay more, you can search for exactly who you want.

3. Check Your Reach

Make sure you're talking to a good mix of the industry.

4. Do Your Homework

Use the extra links to learn about potential clients before you call.

Ranking Who Matters Most

Not everyone's opinion carries the same weight. Rank your contacts based on:

How much say they have
How much they care about new tech

Use this to sort your contacts:

Say	Care	Priority	What To Do
Lots	Lots	Top	Talk often
Lots	Little	Second	Teach them why it matters
Little	Lots	Third	Keep them in the loop
Little	Little	Low	Check in sometimes

Adam Koeppel, who started Agrology, says, "In a world of climate change, wine grapes have the potential to be very climate positive." This shows why new farm tech is a big deal for wine, and why you need to find the right people to talk to.

How to Work with Different Stakeholders

Working with various stakeholders is key in Agtech sales. Let's look at how to build strong relationships with important players in the wine industry.

Working with Tech Buyers

Tech buyers are the innovation gatekeepers in wineries. To connect with them:

Use technical terms correctly and show deep Agtech knowledge
Explain how your product fits with existing systems
Share real-world examples of how your tech improves operations

When pitching to someone like Ryan Decker at Clos du Val Winery, show how your solution works with tools he already uses, like Tule Vision and Lumo.

Talking About Money

Financial stakeholders want clear ROI. Here's how to discuss money:

Approach	Description	Example
Hard numbers	Give specific figures on savings or revenue increases	"Our solution boosted yield by 15% for XYZ Winery in 2024"
Future value	Explain long-term benefits	"This tech cuts water use by 30%, supporting sustainability goals"
Custom forecasts	Offer tailored financial predictions	"For your 100-acre vineyard, we expect $50,000 in yearly savings"

Winery owners, like those at O'Neil Vintners, care about both quick returns and long-term sustainability. Shape your pitch with this in mind.

Daily Operations Staff

Getting the hands-on team on board is crucial:

1. Make complex tech simple: Explain features in terms of everyday benefits.

2. Train well: Give clear, easy-to-follow guidance on using your Agtech solution.

3. Be there to help: Offer quick support for any issues.

4. Ask for input: Check in with staff regularly to improve your product and show you value their thoughts.

For example, when working with vineyard managers using drones or IoT sensors, focus on how your tech makes their daily work easier and more efficient.

Managing Multiple Groups

Balancing different stakeholders' needs is tricky. Here's how to keep everyone on the same page:

Map out key players and what they care about
Talk to tech, finance, and operations teams differently
Show everyone how your solution helps in group demos
Think ahead about potential problems and have answers ready

Tools for Stakeholder Management

Managing stakeholders in Agtech sales processes in 2025 needs some serious digital muscle. Let's dive into the tools that'll help you keep tabs on your stakeholders and work with them like a pro.

Tracking Tools

You need solid software to handle modern stakeholder management. Here are some top picks:

Tool	What It Does	Who It's For
Vinsight	Cloud sales and inventory, real-time stock tracking	Wineries and vineyards
Salesforce	AI-powered CRM, sales forecasting	Big Agtech players
Monday.com	Custom workflows, easy-to-use interface	Small to mid-size businesses

Vinsight's a standout for wine folks. It's got multi-location stock management and low stock alerts - perfect for Agtech companies dealing with vineyard supplies. Brenda Marris from Mills Reef Winery says, "Auditors particularly like the VINSIGHT system." That's a big thumbs up for staying on the right side of regulations.

Using Data to Make Decisions

Want to boost those stakeholder relationships? Data's your secret weapon. Here's how to use it:

Look at how you're interacting with stakeholders. Your CRM data can show you who needs more attention. Use AI insights to guess what your stakeholders might need next. Keep an eye on things like how fast you respond and how often you meet - it'll tell you how healthy your relationships are. And don't forget to tailor your approach to each stakeholder based on what the data tells you.

Working with CRM Systems

Mixing stakeholder data with your CRM is a must. Here's how to squeeze the most out of your CRM:

Keep all your stakeholder info in one place. It's easier to find and use. Let AI handle the boring stuff so you can focus on building relationships. And set up your dashboard to show you the most important stakeholder info at a glance.

Take Salesforce, for example. Its AI can predict sales outcomes, helping you figure out which stakeholders to focus on first.

Checking Results

You need to know if your stakeholder approach is working. Try these:

Ask your stakeholders how you're doing with surveys. See how your stakeholder management affects your project success. And don't forget to look at the money - measure how better stakeholder relationships impact your bottom line.

The key? Keep improving. Look at these numbers regularly and tweak your strategies to make them work better.

Solving Stakeholder Problems

In Agtech sales, solving stakeholder problems is key. Let's look at how to spot issues early, fix them, and balance different needs in the wine industry.

Spotting Problems Early

Catching problems before they blow up is crucial. Here are some warning signs:

Warning Sign	What It Means	How to Fix
No communication	Stakeholder might be checked out	Set up regular check-ins
No sense of urgency	Project might be low priority	Show why it matters and when it's due
Only negative feedback	There's a bigger issue	Have a one-on-one chat
Missing deadlines	Stakeholder might be swamped	Offer help or adjust the timeline

Take Caine Thompson from O'Neil Vintners. He saw winemakers getting excited during field days, so he made the farming trial bigger - from 40 to 130 acres. This quick thinking helped avoid conflicts and got everyone on the same page.

Fixing Problems

When issues pop up, here's how to handle them:

1. Figure out who's who

Know their role and how much pull they have. Are you dealing with a tech-savvy vineyard manager like Ryan Decker at Clos du Val Winery, or a winery owner focused on the bottom line?

2. Talk their language

Some folks like detailed emails. Others prefer face-to-face chats. Find out what works for each stakeholder.

3. Keep your cool

Even if things get heated, stay calm. It builds trust and respect.

4. Be straight up

If your Agtech solution hits a snag, admit it. Explain what went wrong and how you'll fix it.

5. Find common ground

Look for shared goals. Tech buyers and winery owners both want solutions that boost efficiency and sustainability, right?

Balancing Different Needs

Juggling what everyone wants can be tough. Here's how to manage it:

Focus on the big players: Pay attention to stakeholders who can make or break the project.
Look for win-wins: Try to meet multiple needs at once.
Be clear about trade-offs: If you can't do everything, explain why you made certain choices.
Back it up with data: Use tools like Vinsight or Salesforce to show why your decisions make sense.

Planning for Tomorrow

The Agtech sales landscape is changing fast as we approach 2025. Companies need to keep up with new trends and focus on building strong partnerships to maintain good stakeholder relationships.

New Changes in 2025

The wine industry is going through big changes that will affect how companies work with stakeholders:

Change	Impact	What to Do
More online sales	E-commerce is growing	Build better online platforms
Fewer distributors	Harder for small wineries to compete	Find ways to stand out
Changing tastes	More demand for white and rosé wines	Update product lineup
Green focus	People expect eco-friendly practices	Go green in your business

For example, Republic National Distributing Company sold over $1 billion online. This shows how important digital sales are becoming in the wine world.

Making Relationships Last

Here's how to build strong partnerships with stakeholders in 2025:

Think like a partner

Put yourself in your buyers' shoes. Ben Salisbury, a wine expert, says:

"If you want to break free from sample dependency, you must shift your focus from what you want to what your customers want."

Use digital tools

Make a great website with downloadable info and videos of winemakers talking about their wines. This builds trust and gives stakeholders valuable insights.

Go green

Companies like Donnafugata are leading the way with eco-friendly packaging. José Rallo, Donnafugata's CEO, explains:

"The introduction of the Cento per Cento Sicilia bottle and the Nomacorc Ocean closure are innovations in line with the sustainable development goals of the UN 2030 Agenda."

Offer custom solutions

Understand what different stakeholders need. Small wineries, for example, have trouble getting their wines on shelves. Nova Cadamatre MW from Trestle Thirty-One winery says:

"It is cutthroat for small producers. It's challenging to even get a response [from distributors] sometimes."

Stay in the loop

Keep up with what's happening in the industry. Rafael Del Rey, who wrote about the wine market in 2022, says:

"Ultimately, these reports serve as a clarion call for industry stakeholders to embrace adaptability and market responsiveness."

Key Points to Remember

As we look to 2025, managing stakeholders in Agtech sales for the wine industry needs both tech know-how and people skills. Here's what you need to know:

Area	What's Changing	What You Should Do
Tech Adoption	Wineries are going digital fast	Keep up with IoT, AI, and automation in vineyards
Who Decides	New tech = new decision-makers	Find the tech buyers and data folks who matter now
Green Focus	Everyone wants eco-friendly	Show how your tech helps the planet
Data Rules	Numbers drive decisions	Prove your worth with clear ROI and performance stats
People Matter	Tech is key, but so are relationships	Use CRM tools, but don't forget the human touch

The wine world is changing big time. As Dr. Hendrik Hamann from IBM Research puts it:

"Vineyard management and technologists speak different languages and have different perspectives. So bringing them together takes lots of communication."

You're the bridge between old-school winemaking and new-school tech. Here's how to nail it:

1. Be the Go-To Expert

Don't just sell - teach. Help your clients get what Agtech's all about.

2. Use Data Smartly

Tools like Vinsight can track what's selling. Use that info to tailor your pitch.

3. Go Green

Show how your tech helps the planet. Like how Gallo's smart watering cut water use by 16% AND boosted grapes by 26%.

4. Team Up

Work with tech companies to offer full solutions. Look at Canada's Henry of Pelham winery teaming up with Huawei - that's how you drive change.

5. Stay on Your Toes

The wine world moves fast. Be ready to switch things up as new tech pops up and what people want changes.