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?…
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…
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…
In business, ROI is one of the most fundamentals principles that can help companies to make decisions. To buy a software is an investment and therefore to be able to show ROI is an important part of sales and marketing activities. Manufacturing company will be trying to evaluate and compare…
Life is transforming around us. Technology and communication are coming to our personal and business life. So, it comes to enterprise sales and PLM. The debates between new sales models and enterprise sales old schoolers are heating up. I posted about it last year and enjoyed many lovely conversations with…
I have to admit – I don’t have formal sales education. My childhood was mostly influenced by math and tech. Technology has a smell of precision and knowledge. At the same time, sales appears to be manipulative. I can try to blame Soviet Union regime, but it doesn’t matter now. I…
There is a chasm between old and new schoolers these days in many places and industries. I wonder if PLM will be different and will keep old school formation in everything – business models, marketing, technical solutions, etc. Few months ago I posted – PLM, Viral Sales and Enterprise Old…
Enterprise systems for long time are well-known as a place where IT plays the role of the king on the road. ERP, CRM and many other enterprise systems and implementations proved that. If you want to sell to enterprise organization, you need to focus on key IT people, preferable on…
The last decade was all about 2.0. To me, 2.0 trend was about how to re-think existing norms and behaviors, re-invent something well-known and to challenge existing axioms. Internet changed a lot in our life for the last decade. One of the places that remains very conservative is enterprise sales….
I was in the air during this weekend. Literally… Long flights to move from Russia to West Coast of USA. It is a perfect time to catch up on emails and social media. Today, I want to talk about the power of technological influence in consumer and business spaces. The…
