Digital environment is changing habits and behaviors of people and businesses. Last month I was sharing my thoughts how digital transformation can reshape boundaries between PLM, ERP and MES. The vision of digital transformation requires from PLM vendors to have a full control over the integrated product data in a…
PLM has deep roots into process and workflows. You can find pieces of process implementation everywhere – starting from CAD file lifecycle workflows and ending with complex business processes between engineering and manufacturing. I share some of my thoughts about complexity of workflow earlier – Why is hard to implement…
When was the last time in the morning you woke up and said – I need to buy some PLM software today? Let me guess… never! Here is a story… I spent most of my last year consulting companies about selection of PLM products and technologies. Lots of talks. Most…
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…
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,…
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…
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….
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…
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…
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…
