decisions about which products are used in an application to use, are increasingly no longer have the hardware but on software like. How do distributors and manufacturers adjust it? Answers were on the market & amp;. Technology Forum Distribution
Andreas Harre, Director Sales & amp; Marketing Germany Northeast of EBV, [1] reported: “We have recently hired two software experts as FAE who support us here in the field What exactly afford. “This software FAEs of support would depend on the customer requirements, as Harre. “We see in any case that the decisions are taken increasingly on the software, and accordingly we put on us.”
Silica [2] for several years already scores with in-house software expertise and has, among other things ArchiTech “this offer expanded further in the course of his dedicated campaign strategies» Power’n more “and”, with success, as it turns out: “The customers take our software expertise like to complete,” underlines Frank Hansen, Regional Vice President Central Europe of silica. If the customer can refer to software support and hardware from a single source, which provides, in the words of Hansen also has the advantage of continuity, which is in some places not given in cooperation with freelance software developers as follows: “You know often not whether the office tomorrow still exists or the contact is still there tomorrow. “
Arrow [3] has loudly Thomas Reisinger, Sales Director Central Europe of Arrow, investing in its software expertise, which is partly covered via the EMEA headquarters in Germany and via the Engineering Solution Center in Budapest (Hungary), which by following the example of the US Engineering Centers Arrow was built and is being further expanded. Reisinger:. “We rely on the subject both in-house as well as with third-party partners,”
In this way, also supports Future [4 ] its customers, as Ralf Buehler, vice president of EMEA operations at Future, sums up: “Investing in software expertise, is a must for a distributor. Not least because the young generation always be software-affine and software considered as an integral part of the development of power, “But, as Buhler, of software support have its limitations:”. We provide debugging and porting assistance, as long as the customer himself, the assume liability. But when it comes to the production software, ending at least for Future of support, because we do not want to represent the overall theme liability in the field of software and can. “
This statement agrees Andreas Mangler at, Director Strategic Marketing Rutronik [5] and Member of the Extended Executive Board of Rutronik: “We will not intervene in the series and production software due to liability issues, but providing customers for such questions to Third Parties. “
A more or less delicate issue is still to finance the software support through the distributors. Happy is assumed by customers that whatsoever support “for lau” is granted. Conversely, such a support for the distributors but also an effective sales vehicle. Ultimately, should the support be well priced into the hardware margins. Concrete statements, there was however not on the part of distributors.
In spite of different levels of software support: In all distributors of software support listening specifically to where the responsibility begins. An exception is MSC Technologies [6] . The youngest Speedboat Avnet fleet has a special position in the distribution because it acts itself as a system manufacturer or Original Design Manufacturer. “We now have 17 software engineers on board, an upward trend, and for us is the issue of liability everyday,” Thomas Klein summarizes, VP Sales and BU Distribution of MSC Technologies. This know-how was not least the decisive factor for the acquisition of the company by Avnet almost two years ago. They wanted to form with MSC Technologies, a technological spearhead, the tenor of the Group. But this results in benefits for the sister-Speedboats EBV and Silica: You can access this expertise in the corporate group also and assist the customer in this way about MSC to production software. This deep level of support then the cost question no longer arises.
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