Wolters Kluwer: Enablon & EHS Software
Former Sales Executive at Wolters Kluwer
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Former Sales Executive at Wolters Kluwer
Interview Transcript
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But there's still growth in Europe. Is growth from existing customers due to price increases, more products, or more licenses? How does that work?
Growth comes from acquiring other companies. For example, Shell is not just an ORM customer but also a BowTie customer. That's how they grow, and they integrate it, leading to more data and insights on handling incidents on oil platforms, rigs, or plants. This helps because you can gain more profit from one organization if you're already in with ORM, BowTie, or EHS. From a marketing perspective, they try to land and expand with one integrated IT platform solution, which works in some cases, especially for mining organizations like Rio Tinto. Another example is BAE Systems, and Boeing is one of these examples. There's another mining company in Australia... Give me a couple of minutes, and then something else will come to mind. You see that applications strengthen and help each other. If you implement BowTie, then ORM topics come in, and they acquire ORM products from Enablon. Once you're in the MSA and SLA, it's easier to integrate an ORM.
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