"Sales"

Cloud PLM and Sales Gravitation

Cloud PLM and Sales Gravitation

PLM was born as a solution for large companies. The complexity of enterprise product development, engineering, manufacturing and supply chain is huge. Hence systems like ENOVIA, Teamcenter and Windchill are armed to solve very complex data and process management tasks. But the question about small to medium companies was always…

Share
PLM Business Growth and Sales Super Rep

PLM Business Growth and Sales Super Rep

PLM sales process is painful. Think about PLM sales rep. For him, PLM sales process is a long journey of building consensus in a prospect organization, following engineering groups and CIO organization, planning meetings, quoting industry analysts,  learning about complexity of a prospect manufacturing companies, bringing references from existing customers,…

Share
PLM vs Excel: Bullfight and Prohibition

PLM vs Excel: Bullfight and Prohibition

PLM has love and hate relationships with Excel spreadsheets. PLM vendors are spending marketing dollars campaigning to replace Excel. The last post by Lionel Grealou caught my attention during the weekend. Navigate to read PLM vs Excel post here. In addition to to almost traditional confirmation that PLM can outperform Excel…

Share
Growth hacking PLM sales

Growth hacking PLM sales

Enterprise sales is one of the most conservative things in sales eco-system. Despite many changes that happened in our life for the last 10-15 years, this particular experience doesn’t change much. You probably heard best recommendation about how to stop “PLM sales” calling you – buy something from these guys….

Share
How PLM vendors can compete with manufacturing status-quo?

How PLM vendors can compete with manufacturing status-quo?

I attended startup event yesterday in MIT. It was organized by by Startup Secrets with participation of Michael Skok and Alex Osterwalder. If you’re not familiar with Alex’s books – Business Model Generation and Value Proposition Design, I certainly recommend you to check it out. In my view it is good not only…

Share
Cloud PLM and SaaS sales mindset

Cloud PLM and SaaS sales mindset

I want to talk about PLM sales today. If you want to succeed in sales, a mindset is a right starting point. But, enterprise sales needs a special mindset. PLM sales is very special case. These days SaaS / cloud software is setting new rules for enterprise software. How does…

Share
How to stop blaming engineers for PLM sales problems

How to stop blaming engineers for PLM sales problems

It is hard to sell PLM. Sigh… Even today. Even with all modern open source, cloud, browser, web, mobile, big data, SaaS, PaaS, IaaS and other cool product and technological buzzwords. How to get PLM right? Startups and large companies are trying to bring new ideas and products to the…

Share
How to sell PLM to big companies

How to sell PLM to big companies

PLM sales is not an easy job. PLM is usually “sold” to companies… or actually sold to people running product development and manufacturing in these companies. I shared some of my thoughts about PLM sales in my previous posts – PLM Sales Cheat Sheet and Why hard to sell PLM ROI?…

Share
Utility and future PLM licensing models

Utility and future PLM licensing models

Razorleaf article More PLM Licensing models made me think about business models and licensing transformation that happening these days in engineering and manufacturing industry. I guess, we knew changes are coming… Back in 2012 I shared some of my thoughts about PLM Cloud and Software Licensing Transformation. In a bit different…

Share
How to sell PLM to enterprise IT

How to sell PLM to enterprise IT

Enterprise IT adoption cycle diagram made by Simon Wardley made me feel sad and funny at the same time. I found it one of the best visualizations of many situations I’ve been in the past when working on PLM sales and implementation situations. This is a brilliant reflection of technology adoption…

Share