By Kristin McLane, President of CIMx Software
If you take the pulse of the manufacturing software market, you’ll be surprised by what you discover.
We recently did an early demo of our product for a manufacturing prospect gone cold. A new Application Specialist was learning the job, and we offered a short demo as a way to engage the prospect and for our employee to get some experience. We expected our main contact and maybe one or two others to show up. We were surprised when 20 executives and managers joined.
The limited discussions we had with this prospect had all been at a very high level. To have access to this many decision makers and influencers this early in the process seemed out of place. I’ve been wondering what compels an executive to sit through a demo this early in the process, but the patterns are clear.
The Four Clues
We’re seeing signs of change in the MES market. Consider this:
- Manufacturers are hungry to learn more about MES and digital manufacturing.
It used to be our first calls were with quality managers or engineers, but today we are just as likely to get a call from a Vice President or Executive. The c-suite is taking an active role in the process early-on because they realize how critical the manufacturing software decision is. They also fear getting taken by suppliers who are less than honest. The MES purchase today is a critical foundation for the future. Sitting through a demo is an investment.
- Companies are searching for software solution truth.
Prospects are looking for a way to see through the empty promises offered by some software vendors. The IoT (Internet of Things), Smart Manufacturing and the Digital Thread are terms companies use to confuse buyers into getting a solution that doesn’t really do what they need it to. Prospects tell us regularly that software suppliers are unable to present their solution in the demo; they show illustrations of it (read more below) but rarely the real thing. Companies are beginning to question claims about functionality. They want to see the software, not a presentation.
- The term “out-of-the-box” has been hijacked.
Prospects are telling us that most demos they see from other MES vendors are “canned” (some are even using PowerPoint slides and short videos to “demonstrate” functionality). Where they are able to see a real system in use, the prospect can’t ask the vendor to veer off script. And even though almost every MES supplier markets their solution as “out-of-the-box,” for some systems a “live” MES demo requires extensive configuration of the system itself, making it unsuitable for most prospects. The core product probably has some functionality that works out-of-the-box (OOTB), but it’s not enough to demo so vendors hide behind scripts and scenarios.
- A “robust” training program is not necessarily a good thing.
Want to know if a software vendor is bending the truth when they talk about their product? Ask how long training will take. A lot of required training before using a system is not the sign of a “better” product, and a poorly designed product isn’t going to help you solve problems. If you really don’t trust their answer, check out their website. Verify the number of training videos or courses they offer. Robust functionality with a laundry list of training courses that take days or weeks to complete can often signal inflexibility.
Optimizing Your Software Purchase
The long-term customers and prospects we work with are always searching for ways to improve production. With 20 years in the industry, we have a lot of experience helping manufacturers.
Lately, we’ve had more and more prospects searching for OOTB functionality. They want to see the software, not a PowerPoint presentation. Consultants and services companies that build custom systems or connect modules are posing as OOTB software suppliers, with sales people making promises the software team can’t keep.
“Can you demo from the live product?” It’s the one thing manufacturers challenge us to do all the time. We can, and it’s the thing they comment on regularly.
Software vendors should show you what they can do today. Without a live demo, can you count on the system to work? With enough time and money, anyone can build you something to do exactly what you ask, but the only way that you’re going to see a strong return on investment (ROI) is if the core system meets your needs. You shouldn’t have to rely on another module, software services, customization or extensive “configuration.”
Give us a call for more tips on MES or paperless manufacturing systems. Whether you’re a CIMx customer or not, we’re tired of industry disinformation and happy to answer your questions, so contact us today to learn more.
By the way, our Application Specialist gave a fantastic demo of the product with just one month of work under his belt. It’s hard to imagine software vendors with rigid systems and unnecessary complexity and don’t demo live could have had him demo-ready that early. With CIMx, it just works.