PLM Sales is one of the topics, I have a special passion for blogging about. Some of my previous articles about PLM sales, in case you missed that: PLM Sales Cheat Sheet How to not suck in PLM Sales The art of PLM sales In the last four months in…
Here the theme that bothers PLM salespeople for years. How to get a corner suites people (CEO, COO, CIO, and other CxOs) attention to PLM projects. PLM salespeople are always looking up to ERP projects that getting so much attention from C-level executives and wonder why PLM cannot get the…
Yesterday was the Passover evening. This is a usual time for family and friends to get together around the table. This year it was different. The computer was an important citizen at the table and video conference was a way to connect to friends and families. Tomorrow’s Easter dinner will…
Nobody Gets Fired For Buying IBM. I’ve heard this phrase many years ago when I was learning nuts and bolts of the PLM sales process. PLM software was originally developed for large companies and the selection process in these companies is very complex. Back in days of CAD releases that…
ROI of PLM is not measurable. To sell PLM you need to create a myth. This statement of Jos Voksuil caught my attention a few weeks ago. In his recent article, PLM Myth-perception Jos went all way down explaining the irrational behavior of PLM decision-makers, human behavior, and the complexity…
A long time ago when I was too naive and too technical, I thought that the best product (or technology) always wins. Well… I was wrong. Later I learned that this is one of the top sales myths. The reality is that having the best product, or the best features,…
To select a PLM system is not a simple task. A few years ago, I shared the article – How to avoid PLM software selection mousetrap. There are many aspects of the selection process – technology, organization, vendor, etc. After all, for most organizations, PLM decision is something that is…
For the last few months, I’ve been having many discussions and debates about the current state of PLM, manufacturing trends, problems, IT solutions and possible ways to sell them to customers. Digital transformation seems to be a common topic for most of PLM companies today. As much as I like…
There is something in the air these days about PLM. The awareness about PLM is growing and more companies are thinking that PLM might be a solution to solve the problem. These are good news for PLM vendors, consulting and service organizations. However, the PLM sales scene is very complex….
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…
