Past Engagements
Speaking Engagements
Our team has spoken at countless events across all major geographies covering many topics. Examples are speaking slots at the Embedded Online Conference, Embedded World or smaller, boutique events.
Whether in-person, or virtual, we engage the audience and get the story across.
Solution Architect
The role of the solution architect in a sales engagement is to connect with the technical brain trust at the customer side, understand their concerns and help cast your offering as a solution to their challenges.
Key is to be trustworthy, transparent and competent.
Our team has performed in this role while selling visual model tools, static testing, and operating systems.
Channel
Direct sales gives the most control over the team that brings your solution to market. For smaller players, direct sales across geographies is not always affordable, this is where a channel organization comes in.
Finding the right channel partners, enabling them and motivating them can be a game changer.
Our team has experience in enabling channel partners to succeed and deliver major revenue growth for a minor investment.
Market Development
Around 2010, embedded virtualization, running multiple virtual machines on top of embedded platforms, had been proven from a technology perspective. However, the market was not ready.
We were part of a team that ran a successful market enablement campaign, resulting in several major embedded device builders to adopt the technology.
Embedded virtualization now is a cornerstone in every embedded RTOS offering.
Product Management
Product management is more about customers, market fit and teams than it is about technology.
It is about understanding the strength and weaknesses and molding the team to address them.
We have helped teams improve from ‘busy work’ to building a strategy and execute as a team upon that strategy across geographies.
Specifically around 2015 we helped an RTOS vendor bring teams together across all layers of the embedded spectrum, from middleware, to OS services, to BSPs.
Sales Enablement
In the end, you need sales teams to be able to explain to customers how technology can deliver business benefit and deliver competitive differentiators.
– We trained sales teams in Asia Pacific to deliver technical presentations on modelling and code generation.
– We worked in the software defined radio field and provided training material to speed up development
– We helped deliver Value Selling training to commercial and technical sales reps.
– We mentored sales managers to bring them from selling features to discussing value
– We help business development reps shorten and strengthen their pitches.