AVEVA is a leading engineering technology provider specializing in creating software for various industries like plant, power, marine, oil & gas, paper & pulp, and chemicals among others. For over 45 years, they have been instrumental in delivering high-end engineering software for these industries.
AVEVA is more than just a software provider. They are taking proactive steps towards a sustainable future, with a pledge to be net-zero by 2030. The company is dedicated to making software that helps industrial companies create a more sustainable future.
AVEVA's digital presence is felt worldwide with over 271,542 followers on LinkedIn. They are a global leader in industrial software known for sparking innovative use of world's resources. Their secure industrial cloud platform and applications are widely used to harness the power of information and to improve business collaboration with customers, suppliers, and partners.
They drive digital transformation across the lifecycle of capital-intensive industries. Their core mission is to foster growth through global customer and prospect engagement, robust go-to-market initiatives, and brand development.
On 21st September 2022, Schneider agreed to a full takeover of AVEVA for about £3.87 billion, hence valuing the company at approximately £9.48 billion. This implies the company's strong financial status and its significant role in the engineering and industrial software sector.
AVEVA Group Plc, operates through two segments: Engineering & Design Systems and Enterprise Solutions. The former segment focuses on the creation of digital plants and ships as part of major capital projects, while the latter segment engages in the business of providing engineering, design and information management software to various process plant, power and marine industries.
Employing an estimated number of 7000 employees, AVEVA thrives in the IT and services industry. They are also significant contributors to various other industries such as computer software, mining, downstream, lng, infrastructural development, hmi scada, upstream operations, cloud based services, the industrial internet of things, digital transformation, food & beverages, and life sciences among others.
By incorporating the principle of asset performance in their engineering designs, AVEVA is continuously pushing the boundaries towards achieving greater performance and sustainability.
Start with identifying the primary decision-makers and influencers at AVEVA. Given the nature of the pain points, key stakeholders are likely to be in senior leadership roles overseeing sustainability, data security, systems integration, and product development.
Prepare personalized pitches addressing the pain points identified:
Establish initial contact through soft introduction channels such as LinkedIn or through introductions by common connections. Follow up with an email that includes a detailed breakdown of your customized pitch, along with a request for an initial exploratory call or meeting.
After the initial contact, guide AVEVA through the sales funnel from the demonstration of your product and highlighting its value proposition, to overcoming objections, and finally closing the deal. Key milestones in this process include scheduling a product demonstration and articulating the product's potential ROI.
The relationship with AVEVA should not end after the sale is closed. Client satisfaction and retention are just as important. Ensure proper onboarding, support, and get regular feedback from AVEVA to improve your approach and overall product for all clients.
Evaluate the success rate of the implemented sales strategies. Document the results and keep adjusting your sales approach based on the given feedback and lessons learned. This will help you continually refine your sales plan for AVEVA and other similar clients.
Remember, every interaction with AVEVA brings an opportunity to learn, improve, and better position your solution to address their needs.