The takeover of IQMS in 2018 by Dassault Systèmes and the relabeling into DELMIAWorks had essentially two main objectives in mind. It supplements and completes the 3DEXPERIENCE platform, adding manufacturing ERP and MES into its product portfolio. In addition, it serves the Manufacturing industries in general and the companies using SOLIDWORKS in particular.
With more than 30 years of application development since its start in 1989, DELMIAWorks has grown into a mature, full-scale application for manufacturing ERP and MES, serving customers on a global scale.
From a EuroNorth perspective, senior management is excited to share that Gert-Jan van der Staaij has started as of September 1st, 2022, in a DELMIAWorks Partner Sales Manager role. From his professional background, he is not only familiar with the SOLIDWORKS community, but in addition, he also knows the differing dynamics from his previous work experiences relevant to the Manufacturing ERP marketplace.
The ERP Buying Cycle
Where the usual SOLIDWORKS approach mostly deals with relatively short sales cycles, with 6-12 months, they tend to be quite long when ERP and MES applications are concerned. Another difference is the DMU Decision Making Unit: for SOLIDWORKS the DMU is usually restricted to the Engineering department and the Engineering Manager; for ERP and MES the project group has a broader range, as it also involves additional disciplines in an organization, such as Finance/Controlling, Supply Chain Management, Sales, Shop Floor and Purchasing, just to name a few. In a typical pre-sales ERP orientation and replacement project, an end-user organization starts with a requirements document and works its way through kick-out criteria from a long list toward a short list. Demonstration 1 is then typically a brief overview of the functionality. Demonstration 2 is often based on a specific demo-script, given by the end-user organization. Not only is a functional fit most relevant and important here, related to the earlier requirements, but also important is Trust Building: are these the characters that have the competencies to realize, during the initial implementation and beyond, the aspects that have been discussed and agreed upon during the pre-sales phase?
DELMIAWorks Growth Plans for EuroNorth
Gert-Jan’s assignment is part of the DELMIAWorks growth plans for the years to come in the EuroNorth geography, including the Baltics, Benelux, Nordics, and UK & Ireland. Not only taking care of existing Value Added Resellers (VARs), but in addition growing and managing the number of additional VARs, offering local presence. The DELMIAWorks VAR community in the Geo may benefit from this “boots on the ground” approach, not in the last place, because of merely identical time zones. The individual VAR sales teams may benefit from Gert-Jan’s experiences as a software salesperson and a head of sales. Qualification is extremely important here. Lead generation is one thing; the qualifying process is another and is ideally handled by an Inside Sales professional or a BDR (Business Development Representative). When the qualification process leads to a first appointment, the Field Salesperson takes over. A major reason for paying attention to the qualification process, in general, is to avoid spending (much) time and energy in vain when a closed lost situation occurs for reasons the salesperson could have known earlier in the process. The frustration it causes in closed lost situations will motivate a better qualification next time. End-in-Mind is a closed-won situation naturally based on a win-win-win situation, and when that happens, a salesman/saleswoman will be responsible for the New Systems Sales deal during the initial implementation. Whether or not that responsibility will continue after the Go Live, depends on how a VAR has organized the sales structure. Some make a choice to keep having the very same New System Sales salesperson for any additional optimization phases, typically after the initial implementation. Others choose to hand over the account responsibilities to another salesman/saleswoman that mainly focuses on handling the interests of installed base customers.
Major IT trends for 2023, according to Gartner, predict an increase in IT spending despite recent economic developments and other world events. “Enterprise IT spending is recession-proof as CEOs and CFOs, rather than cutting IT budgets, are increasing spending on digital business initiatives,” said John-David Lovelock, distinguished VP analyst at Gartner. Top of mind in the Manufacturing Industry, in general, is still the Digital Transformation journey, and in particular, the elements of eliminating current data silos, and connecting and integrating the relevant applications to one another. At the end of the day, every organization prefers one version of the truth. DELMIAWorks Manufacturing ERP and MES will not only fully contribute but offers an integrated approach towards Dassault Systèmes’ 3DSEXPERIENCE Works portfolio.
“As we have emphasized before, and we will continue to do so, the 3DEXPERIENCE platform is an enabler for digital continuity in a unified product structure. Manufacturing ERP and MES are essential building blocks in that unified product structure and now picking up in our EuroNorth GEO. In the manufacturing industry DELMIAWorks has already built a reputation since it started in 1989 as IQMS, nowadays resulting in a mature application based on customer requirements. We fully confide that Gert-Jan is the right person on the right spot, not only capable of seeing the greater picture but also – as we have come to learn him from earlier engagements – one who walks the talk.”
James Aslin, EURONORTH Customer Role Experience Director, Dassault Systemes