By Pia Banasch
“That’s one small step for man, one giant leap for mankind.” It’s been 48 years since American astronaut, Neil Armstrong set foot on the moon. It’s been a good ten years since CIDEON discovered the United States for itself. But what are the similarities and differences between the German and American markets? Jennifer Moore, Vice President Sales at Cideon America, Inc. will give you some insight into how the markets and cultures are similar and how she is facing the opportunities and challenges in her daily business.
The main office of Cideon America, Inc. and the headquarters of SAP North America – both located on the outskirts of Philadelphia, Pennsylvania – are separated by just six miles. Of course this is no coincidence. As an SAP Platinum Partner it is necessary for CIDEON to have a connection with SAP; as a number one in America’s ERP business, with about a 40 percent market share.
How do the target groups in the market differentiate from one another, and which target groups does Cideon serve with interfaces and direct integrations as the basis for end-to-end processes into the SAP PLM system?
CIDEON primarily serves manufacturing companies in the United States, Canada and Mexico, including the high tech electronic, medical device and industrial equipment industries, by specifically targeting data and process synchronization for authoring systems such as SOLIDWORKS, Solid Edge, AutoCAD and Inventor, or Eplan Electric P8 with SAP PLM. Autodesk Vault integration is also a topic area. By working with CIDEON, customers gain conﬁdence that the right data is available at the right time to all involved in the enterprise product development process, not just engineering.
As an American citizen, you’re working for a company whose parent company advertises in Germany with the slogan “efficient engineering.” Is this a promising approach for the U.S.?
In Germany there is in fact a deeply rooted culture of efﬁciency. In the U.S., the focus is more on faster innovation. But this can be achieved through integration by allowing engineers to innovate instead of chasing data. Categorically, however, there are more similarities in the two markets than differences.
Can you explain what is different in the U.S.?
One of the main differences is in sales and marketing. In the U.S., enabling self-service is absolutely necessary. Potential clients want to have at least 25 percent of the information in front of them about a solution beforehand in order to pique their interest at all. Our clients want to understand who has used the solution, what results were achieved, and how the CIDEON and SAP solutions will help them to get more done in less time – to get their weekends back.
Industry 4.0 is a major topic in Germany. Is it in the U.S.?
It is, but it’s currently being outshone by components of it like Digital Twin, virtual reality concepts, and detail perspectives into the Internet of Things. We always argue that product lifecycle management is the foundation for the Internet of Things.
If we read through the interview we can clearly see that the similarities between the different markets and cultures are predominant. The core is to have the “right data at the right time” and to keep with the time, otherwise you will move with the time, as well as to know your target group and your know-how. We want to make customers understand that you will get more done in less time, stay competitive in a world where flexibility, smooth data, time saving and customization is everything!