EAM Tech Sales Interview: India Series – Day 1
Alok Chander 2700038VGR email@example.com | | Tags:  seller sales asset enterprise ibm management maximo eam infrastructure smarter india
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I recently had a chance to interview Pradeep Lamba, who is part of the Software Group Tech Sales team, specialized in Maximo and TRIRIGA in India. Pradeep has over 19 years of strong experience in Asset Life Cycle Management using various technologies like GPS\GPRS, RFID, Barcode, Maximo etc. He has experience in working on many projects including IAF-eMMS, PNU (Princes Nura University- Riyadh). He was also chosen Technology speaker, Asset Life Cycle Management, in various conferences. He has represented IBM in ESRI conference.
Alok: Good Morning Pradeep! Thank you for giving me this opportunity.
Pradeep: Good Morning Alok, It’s a pleasure to be talking to you.
Alok: I have been trying to analyze the market trends in India specifically for enterprise asset and facilities management. I would also like to understand your take on the readiness of the market, challenges that you face and about your overall experience while pitching to a prospect.
Pradeep: One of the challenges that lingers is around the awareness. Not many businesses know the power of Maximo. They often consider Maximo as one of the ERP solutions. However in reality it is industry best Enterprise Asset Management Solution, which is so powerful and user-friendly that most of the prospects get amazed looking at the capabilities of the solution. Maximo Asset Management has many industry based solutions like Maximo for Oil and Gas, Maximo for Transportation, Maximo for Healthcare, Maximo for Utilities, Maximo for Nuclear, Maximo for Government. And each of these solutions is unique in its own way.
Alok: How do you help create awareness around Maximo? Who all are your audiences?
Pradeep: I have a varied set of audience. Like if I am going as a speaker in an event or a conference. I may have CFOs, CTOs, Technical Leads and End Users as audience. I would talk about Maximo’s robust and secured integration features with legacy system to a Technical Lead; while I would talk about ease-of-use and getting-to maximum output with minimum clicks to a CTO. I am often asked questions with hypothetical situations to answer by a CTO and I would give them real-life cases/examples that will help them understand it better. While if I am to face a CFO, I would talk about the ROI benefits; how they can save millions of dollars of maintenance; I would give them a cost structure and savings structure.
Alok: What makes Maximo a hit among the users?
Pradeep: I have interviewed some of the Maximo users and they talk about the ease-of-use and the ease-of-customization as key features. Maximo is not just a user friendly solution but it can be very easily customized based on the user’s requirement, which makes it a hit amongst the users. I remember in one of my recent discussions one of the users said – Maximo follows General Ledger accounting system which makes it very easy to use for accounting purposes. Similarly the screen can be very easily customized for a different requirement, say stores, which is very different case from the financial accounting as a whole.
Alok: Can you brief me on how Maximo helps our clients realize their potential?
Pradeep: Maximo is an enterprise asset management (EAM) solution for tracking and managing asset data through its entire life cycle. Maximo solutions provide maintenance, repair and operations (MRO) services for: asset management, work plans, materials management, purchasing, contracted services and health/safety/environment assurance. Maximo complements and extends IBM PLM product design and manufacturing for plants and post production service-after-sales. We are committed to our client’s success. The whole value proposition is around our client’s success.
Alok: It was a great discussion! Thank you for your time today!
Pradeep: The pleasure is mine.