I grew up in the Soviet Union at the time when the planet was going through The Soviet-American Arms Race, As a child, I remember a lot of propaganda related to the nuclear arms race. These days a lot of information about what happened 40-60 years ago is available. One…
PLM can be anything from business strategy to product and technology. To get companies to adopt PLM takes time and this is where I can see a lot of discussions and debates about complexity PLM. I will talk about complex vs simple PLM next time. Today I want to focus…
Timing is everything in this life. And you cannot change it. Good skills and wrong timing still means no results. Timing is sales is absolutely critical. No matter what piece of sales puzzle you’re working on, timing is an important factor and element of any sales process. And when you…
Innovation is usually one of the top goals on the way PLM projects are sold to manufacturing and industrial companies.CIMdata introduced the term Product Innovation Platform a few years back, in partnership with Gartner and IDC. It was an answer on the challenges of complex product development and complexity of…
Yesterday, I shared my thoughts about PLM “Always be competitive” that was triggered by blog article of Sami Grönstrand of Outotec. We exchange few messages and then I stumbled on another Sam’s writeup – PLM. Cloud first? Model Based first? API first? I say: Business first. A term “business” is recently…
Nobody is buying PLM. PLM projects are usually “sold” to customers. And this is not an easy job. Many of PLM sales individuals I know are not having formal sales training and coming with manufacturing and engineering background. I wanted to share some of my experience in interviewing manufacturing companies…
First perceptions are even harder to overcome than most people had realized. Our first impression of a person, place or idea becomes our brain’s default perception. We can learn more things later, but our brain usually categorize it as an exception from the rule. Let say your first impression about…
For many years, selling PLM was a fascinating adventure. Tons of stories were published about marketing and sales tactics, selling to C-level, convincing customer about right timing and conditions and so on. The demand to help organizing PLM sales was (and still is) very high. To understand the level of…
The new trend – digital transformation is here. You can hear it everywhere. New “digital processes” enabled by new technologies and tools are replacing old ones. The term transformation refers to a fundamental change to an organization day-to-day business from the type of products to types of services companies are…
Some products are bought. Think about milk, gas, pain medicine, airplane tickets. The vendor just need to let know potential users about the product and someone will come across to buy it. However, other products are sold – cars, insurance, engineering and enterprise software. That was true for many years….
