Whether you provide software, services, data subscriptions, or a combined solution of these to your customers, it helps to understand your customers’ IT landscape. We call data about an organization’s IT landscape technographics.
For our purposes, the most-interesting technographics relate to industrial business software involving operations.
This includes:
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Enterprise Resource Planning (ERP) Systems, such as SAP and Oracle ERP.
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Computerized Maintenance Management Systems (CMMS), such as IBM Maximo Asset Management (https://www.ibm.com/us-en/marketplace/maximo) and SAP PM.
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Product Lifecycle Management (PLM) and Supply Chain Management (SCM) Software, such as PTC Windchill, Oracle SCM, and Siemens PLM Software
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Process DataHistorians and other OT solutions, such as the OSIsoft PI System, https://www.osisoft.com/pi-system/.
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Project Portfolio Management software, such as Oracle Primavera, https://www.oracle.com/applications/primavera/index.html.
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Business Intelligence (BI) solutions, such as those offered by Qlik and Tableau.
We now provide a growing repository of technographic information, linked to parent organizations and our other firmographic data. This opens-up a host of new interesting questions to explore.
For example, if you are a software provider:
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We want to do a highly-targeted marketing campaign, focusing on product integration. Which of our customers are using both ERP “A” and CMMS “B”?
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We are providing reference customers as part of an RFP. Of our customers, which ones use Process Historian “C”, to satisfy our prospective customer?
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How are we doing in companies with software solution “X” installed, compared to the competition?
Arguably, technographics maybe of most interest if you are selling technology. However consulting firms may want to know:
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What sort of optimization or integration projects could we offer to this customer?
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If we work onsite, what sort of systems should we expect to interact with?
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We are trying to pick a business analytics partner. Which ones have the best installed base in our target markets?
Technographic data, in combination with other firmographic data on industrial operations and risk management, can be of great value to you as a business professional who supports industrial customers.
Arrange a demonstration and see how to you can apply Business Intelligence to better-serving your industrial customers today!
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You might also want to read our blog, 'Welcome to 2018! Customer Service Territories and Business Intelligence'.
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