CIMdata PLM Industry Summary Online Archive
10 April 2009
CIMdata News
CIMdata Announces the Results of its Poll on What a PLM Solution Provider Can Do to Successfully Sell Their Solution to You During Today’s Stressful Economic Times
CIMdata Analysis:
The latest CIMdata Opinion poll (March 2009) sought to understand what PLM solution suppliers can do to successfully sell their solutions in today’s stressful economic times. The choices from which participants selected primarily focused on various forms of cost and/or benefit-related strategies. As illustrated in the graphic, one-third of poll participants indicated that the solution supplier community needs to do a better job articulating their solutions’ value propositions (e.g., show how their solutions reduce cost and improve efficiency). This is not too surprising since during stressful economic times, most companies are clearly looking for quick return on investment (ROI) initiatives. What is somewhat surprising is that only 7 percent of participants indicated that solution suppliers should offer alternative payment schemes (e.g., leasing, etc.). In times where many companies are generally cash-poor and/or reluctant to layout cash, it would actually make sense for them to seek purchasing arrangements where they don’t have to spend capital to receive measurable business benefit.
Another surprising result of the poll is the very low percentage of participants who indicated that the most important thing that could be done was for solution suppliers to ensure that their software supports a company’s preferred Information Technology (IT) platform (e.g., .NET, Java, etc.). This is surprising because managing multiple technology platforms can, and usually does drive up support costs significantly. Furthermore, it has been CIMdata’s experience that companies generally seek to reduce IT support costs during stressful economic times by consolidating platforms and/or systems. This is a trend we have seen during past stressful economic times and one which we expect to see more of in today’s economic climate.
Finally, it is worth noting that 24% of poll participants indicated they feel that all of the strategies mentioned are valid options for PLM solution suppliers seeking to be successful in today’s stressful economic climate. This in fact means that more than 50% of poll participants would actually like to see PLM solution suppliers better articulate their solutions’ value propositions. This is by no means a rounding error; clearly this is an area in which solution suppliers have to do a better job.
Be sure to participate in our latest poll regarding whether your company develops/uses PLM analytics. Vote here. The results of these polls are tabulated as you vote. The results are completely anonymous.
If you have a suggestion for a poll you'd like to see contact us at info@cimdata.com.
Become a member of the CIMdata PLM Community to receive your daily PLM news and much more.
Tell us what you think of the CIMdata Newsletter. Send your feedback.
CIMdata is committed to your privacy. Your personal information will never be sold or shared outside of CIMdata without your express permission.