DEAR SOLIDWORKS RESELLER: HOW TO WIN THE COMPETITION AND HAVE A SATISFIED CUSTOMER!

DEAR SOLIDWORKS RESELLER: HOW TO WIN THE COMPETITION AND HAVE A SATISFIED CUSTOMER!
17.1.2017

The SOLIDWORKS 3D CAD software has become the most popular and most wanted tool in mechanical design. Software vendors are competing for new customers and the winner is often the player that can offer the most added value at the lowest cost. Bundle a product metadata management tool with your every new SOLIDWORKS delivery and you’ll win both the competition and the happiest customer.

Here’s a challenge your customer will only see years after investing in new software

When renewing outdated CAD software, a buyer might expect the design process to be best expedited and automated by selecting the most efficient 3D design software tool on the market. Soon after deploying the technology however, they may be surprised that even with a new solution, designers end up spending their time on tedious manual and repetitive tasks such as inputting drawing numbers, file names and other product metadata. Nor are unique file names and PDF formats generated automatically for example, rather they are manually typed in an error-prone manner, one character and document at a time. Productivity suffers, but more importantly, a critical issue may arise years later when the customer realises that the structural data generated by their CAD software can’t be integrated into the organisation’s Enterprise Resources Planning (ERP) system due to incompatible or missing metadata. The fault is usually an incorrect and non-uniform method for inputting product metadata into the 3D models.

Solving the salesperson’s challenges

Your challenge as a software vendor is how to explain the scenario described above to your customer. You don’t want to paint a threatening picture and scare the customer off, when there is a strong interest in acquiring a new 3D design system. Perhaps you’ll offer a Product Data Management (PDM) system as a solution that can help even a smaller design team manage their data. You’ve noticed however, that often a PDM system is only acquired at a later stage, when the organisation reaches a critical size. The purchaser may also have a restricted budget and a desire to progress incrementally, making them push the procurement of a PDM system into the distant future.

Be bold and factual with the customer

Don’t be afraid of being direct. Bring up future needs for automated data transfer to an ERP system, and you’ll give your customer valuable new information that he would otherwise not have accounted for. At the same time you’ll be guiding your customer’s selection criteria towards a more cost-effective solution than a full-blown PDM system. By packaging our CustomWorks solution as part of your SOLIDWORKS delivery, you’ll win the competition and the happiest customer.

”Don’t be afraid of being direct. Bring up future needs for automated data transfer to an ERP system, and you’ll give your customer valuable new information that he would otherwise not have accounted for.”

We are seeking new resellers and implementation partners

Did you know that by using our add-ons, you can make your customer’s organization work up to twice as efficient? Would you like to be seen as a problem solver and offer your customer the tools to success?

Learn more about the benefits of becoming our reseller

After nearly 20 years of developing CustomWorks, the product today is being used by hundreds of our customers. We are seeking new resellers and implementation partners. Contact us now to learn more.

Esko Simpanen, CEO, M.Sc.