Dassault Interview Question
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Interview Question for Manager Technical Marketing at Dassault:
Jan 22, 2010
As a pre sales consultant in the PLM domian,I expect you to be interacting with CEO/CTOs .How do you articulate the value of PLM to these guys ?
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by Interview Candidate:
a) Top Down : Where we meet the CEO/CTO/IT head/ Dierctor in the first meeting - who is the key decision maker. Here I usually have a high level: value selling approach where I stress on the $ saved by using the solution and the commitment from my side to help and support them to meet the CEO's goal for the organisation.
b) Down Top: In this case you meet the user level group first. Technically they dig every function. Button by Button..customisation..integaration..blah..blah ..blah.
Here the approach is: get to know the organisation and invest time in the prototype soluion which should match the clients workflow. 100% .."Yes this is what we need"