CIMdata Blog

In just over a month members of the software and services providers in the PLM Economy will come together in a series of global meetings known as the PLM Market & Industry Forum (Forum). Developing the Forum theme is one of my responsibilities at CIMdata. I look at key issues in the market and identify several topics relevant to the PLM Economy. Once a topic is chosen, I work with my CIMdata colleagues to create quality content to populate the agenda. For 2025 our theme is “Model-Based Systems Engineering: Optimizing Systems of Systems,” a critical topic in today's world of smart-connected products. Model-Based Systems Engineering (MBSE) is rapidly moving beyond its roots in A&D and beachhead in automotive to support the smart connected products ubiquitous in many industry segments today. It is a key part of many model-based enterprise (MBE) initiatives and is a natural follow-on to recent Forums on the

Les efforts des fournisseurs de solutions logicielles B2B pour rationaliser leurs stratégies commerciales s'avèrent souvent payants. Certaines de nos expériences montrent en effet que des fournisseurs de solutions ont pu générer des économies de 25 % tout en augmentant leurs ventes de 15 % sur trois ans, voir la contribution aux ventes de leurs partenaires tripler, ou multiplier par cinq la taille de leurs deals stratégiques. Voici comment ils ont fait. Trop souvent, les entreprises technologiques tentent de vendre leurs solutions en se basant sur les caractéristiques du produit (par exemple, le prix, les performances techniques, les fonctionnalités) pour atteindre la plus large clientèle possible. Pourtant, les clients ne s'intéressent en fait pas aux produits eux-mêmes, mais à ce que ces produits peuvent leur apporter, et c'est précisément le rôle du marketing et des ventes que d'articuler cette valeur et de définir comment elle sera délivrée aux clients et au marché. La stratégie

B2B software solution providers' efforts to streamline their Go-To-Market (GTM) strategies often pay off. Our experience shows that some solution providers have generated savings of 25% while increasing sales by 15% over three years; others have seen their partners' contributions triple, and others have increased the size of strategic deals by five times. Here's how they did it. Too often, technology companies try to sell their solutions based on product features (e.g., price, technical performance, functionality) to reach the broadest possible customer base. Yet, customers are not interested in the products themselves but in what those products can do for them. It is precisely the role of marketing and sales to articulate this value and define how it will be delivered to customers and the market. The GTM strategy of technology manufacturers is a fundamental element of their business performance, and it becomes even more critical when the sale is complex. For B2B