Plant to Pipeline
A newsletter on selling software into manufacturing. New edition every week.
Implementation partners open one door. The buying centre has five. The hard part is the rest of the room.
Your quality or MES deal can end up tied to an ERP project you do not run, and the team leading it.
Some vendors stop the moment there is no active project. The buyers specifying next year’s budget do not have one yet.
Most ICPs are ordered by revenue. That ordering is now working against the pipeline.
Demand is the easiest thing in this business to buy. The capacity to convert it is not.
You win the evaluation, the pilot delivers, then the deal slips to next quarter and dies as “price”. It was not price.
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