Inductive Automation Blog

7. The Presentation: Ignition Online Demo

Lauren and Shay are talking to Sales Engineer Matthew Raybourn for Part 2 of giving a sales presentation. This conversation focuses on utilizing the online demo projects to showcase Ignition’s features and functionality live to customers. Matthew walks us through how to quickly demo highlights in Ignition including real-time status, map components, trending, alarming, reporting, tag historians, connecting to web services, design tools, and more. We see industry-specific demo projects, learn how to explain the difference between Vision and Perspective, and see the biggest wow factors including ad hoc trending and mobile responsiveness. Matthew also demonstrates the ease of downloading projects from Ignition Exchange.

6. The Presentation: Sales Overview

Lauren and Shay sit down with Senior Account Executive Vannessa Garcia to guide us through the sales presentation. This is Part 1 of 2 where we learn about introducing the company, the Ignition platform, highlighting case studies, explaining the module stack, and sharing Inductive Automation resources such as IU. Vannessa guides us through her presentation of Inductive Automation and Ignition by utilizing the company website. She tells us what information to gather about the customer upfront, brings up key points to mention, ways to showcase Ignition’s value and credibility, and common questions customers ask. She also shares a breakdown of the pricing, the support forum, and important information that some customers tend to overlook.

5. The Discovery Call

Lauren and Shay have invited Senior Account Executive Myron Hoertling to cover that first sales interaction when you are introducing Ignition to a new customer. Myron shares why you should never stick to a sales script, what you need to learn from potential customers initially, effective engagement methods, and strategies to discover their needs. Myron provides many tips he’s learned over the years including how to answer questions effectively, educating people on the software, catering to a wide variety of client personalities, not having preconceived notions about who you’re talking to, and turning conversations into valuable relationships over time.

4. The Integrator Program

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.

3. Understanding Customer Pain Points

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.

2. 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.

1. What Makes Us Different

Lauren and Shay are talking with Chief Strategy Officer Don Pearson about the industry at large and Inductive Automation's role in revolutionizing the industrial space. Don shares his journey into the world of automation and realizing Steve’s vision for integration. Don discusses the evolution of this competitive landscape, addressing the barriers to entry over the last 15 years. We learn what separates Inductive Automation from the competition, the ways in which we’re empowering our customers and making knowledge transfer successful, and where we go from here.