Inductive Automation Blog
Connecting you to ideas, tips, updates and thought-leadership
from Inductive Automation
18. Understanding Your Customers
Lauren and Shay are talking to Director of Marketing Doug Dudley about understanding the wants and needs of your customers in order to build a meaningful relationship. Doug will discuss ways of connecting with your audience, identifying your target audience, staying relevant, and understanding the customer journey. We learn ways to connect with an audience, building trust and credibility. Doug also provides tips for researching demographics and eliminating guesswork, and explains why you shouldn't try to appeal to everyone.
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Lauren and Shay sit down with the Co-Inventor of MQTT, and CTO of Cirrus Link Solutions, Arlen Nipper to discuss selling MQTT. Arlen talks about how the addition of MQTT modules creates a more efficient SCADA system and how that solves current system issues and creates an infrastructure ready for digital transformation. Arlen discusses the partnership between Inductive Automation and Cirrus Link Solutions, the MQTT modules, the key selling points, the Sparkplug specification, and the guiding principles of utilizing Ignition and MQTT. And we get to see Arlen do a demo!
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Lauren and Shay are talking with Training Content Manager Paul Scott about how to identify the correct modules for specific customer needs and leveraging those modules for successful projects. Paul covers the correct time during a sales process to bring up these modules to educate a customer, not overwhelm them. Paul covers the level of knowledge you should have on the modules, what to understand about the customer’s project, and ultimately determining the best module by breaking up the solutions into categories: device connectivity, data logging, visualization, reporting, alarming, and enterprise solutions. Paul gives some examples of what modules might be the best solutions under certain circumstances.
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Lauren and Shay welcome Sales Engineering Manager Kent Melville to show us the power of installing Ignition live to a customer during a sales presentation. Kent shares why doing a live install is so valuable, who we do them for, when it’s appropriate, and how long it should typically take. Kent demos database and device connections in the Ignition Gateway while providing best practices for overcoming problems during the install, important points to bring up during the demo, and launching the Ignition Designer.
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Lauren and Shay are talking with Integrator Program Manager Justin Reis about the Integrator Program, which is one of Inductive Automation’s key initiatives. Justin tells us what the program is, why we created it, the features and benefits it provides, as well as how to use it to its fullest potential. We will learn about the first steps to join, the different levels in the program, reaching premier status, and how the program enables integrators to accomplish more as a company. Justin also explains the different levels of certification and what it takes to achieve them.
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Lauren and Shay invite VP of Technology Colby Clegg to talk about solving industrial pain points. Colby shares what those pain points are, how Inductive Automation is solving them, why they are critical to our foundation, and ways to use them as selling points for Ignition. Colby stresses the importance of getting information into people’s hands quickly and shares ways to overcome challenges to getting buy-in. Colby explains how the pain points will evolve as systems scale and technology grows, and where IIoT and Industry 4.0 fit into this. Learn how Ignition is unlocking innovation without limitations, saving users time, money, and energy.
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See how to become Registered2. Our History and Our Future
Lauren and Shay are sitting down with the founder and CEO of Inductive Automation, Steve Hechtman. Steve is here to discuss Inductive’s foundational values and how the company has been shaped by solving pain points. Steve shares how his experience as an integrator informed his decisions about what the market needed, how integrators should be treated, what Ignition should be, and why we need to stick to our roots. We get a deeper dive into our company’s unique licensing, ethical, technology, and business models. Steve also shares his favorite module and tells us if Inductive Automation turned out to be everything he wanted it to be.