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MANUFACTURING UNDERSTANDING,
TURNED INTO COMMERCIAL EXECUTION.
ABOUT
Most technology companies already know how to sell. Experienced leaders, proven methodologies, strong products. Yet manufacturing often remains one of the hardest markets to grow.
Not because the technology isn't good enough. Because succeeding in manufacturing means understanding how manufacturers evaluate technology, make decisions and adopt change — and turning that into repeatable commercial execution.
Most technology companies already know how to sell. Experienced leaders, proven methodologies, strong products. Yet manufacturing often remains one of the hardest markets to grow.
Not because the technology isn't good enough. Because succeeding in manufacturing means understanding how manufacturers evaluate technology, make decisions and adopt change — and turning that into repeatable commercial execution.
60%
Reply rate across 350+ conversations in technical B2B
18k+
Impressions on a single post in the Industry 4.0 and IIoT space — by leading with context, not product.
My Perspective
My perspective has been shaped through:
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Years selling industrial technology into manufacturing at HiveMQ.
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Ongoing collaboration with technology companies entering and growing in manufacturing.
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My role as Academy Growth Partner at IT/OT Insider.
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Continuous research into how manufacturers evaluate and adopt new technology.
Rather than applying generic sales advice, I focus exclusively on the commercial challenges technology companies face when growing in manufacturing.
72K+
impressions in the past 400 days
What I believe
Most technology companies don't need another sales methodology. Many already have experienced sales leaders, structured qualification frameworks and mature commercial processes.
The challenge is applying those capabilities successfully in manufacturing.
Manufacturing buyers evaluate technology differently.
Operational context matters.
Commercial credibility matters.
The companies that scale successfully are the ones that build manufacturing understanding into the wider commercial organization—not just into a handful of individuals.
Staying close to how manufacturing is evolving.
CONNECTED TO THE MANUFACTURING ECOSYSTEM
IT/OT Academy
Real-world OT/IT training — not just theory
I completed the IT/OT Academy programme — working on a real-life use case of a company facing operational inefficiencies, collaborating with people from OT, IT, and different industries.
Vitorio Yosifov
Business Discovery Specialist, HiveMQ
“It really highlighted how complex OT/IT cooperation can be, with multiple steps and stakeholders involved in driving a successful project.”
Selling into manufacturing requires continuous learning.
Technologies evolve. Operational priorities change. Buying behaviours shift. Building commercial capability means staying connected to the people, companies and challenges shaping the industry today.
Through my role as Academy Growth Partner at IT/OT Insider, I collaborate with technology vendors, manufacturing practitioners and industry experts to understand how companies enter, grow and scale their manufacturing business.
IT/OT Insider brings together technology vendors, manufacturing professionals and industry experts to help organizations better understand manufacturing, OT/IT collaboration and industrial digital transformation.
Combined with years selling industrial technology into manufacturing, this ensures every recommendation is grounded in real commercial experience and continuous exposure to the manufacturing ecosystem.
- Academy Growth Partner
CONNECTED TO THE MANUFACTURING ECOSYSTEM
Staying close to how manufacturing is evolving.
Selling into manufacturing requires continuous learning.
Technologies evolve. Operational priorities change. Buying behaviours shift. Building commercial capability means staying connected to the people, companies and challenges shaping the industry today.
Through my role as Academy Growth Partner at IT/OT Insider, I collaborate with technology vendors, manufacturing practitioners and industry experts to understand how companies enter, grow and scale their manufacturing business.
IT/OT Insider brings together technology vendors, manufacturing professionals and industry experts to help organizations better understand manufacturing, OT/IT collaboration and industrial digital transformation.
Combined with years selling industrial technology into manufacturing, this ensures every recommendation is grounded in real commercial experience and continuous exposure to the manufacturing ecosystem.
Helping technology companies succeed in manufacturing.
Why this exists
Technology companies rarely struggle because they lack talented salespeople or proven sales methodologies.
The challenge is building the commercial capability needed to succeed in manufacturing.
Manufacturing requires navigating different stakeholder priorities, connecting operational challenges to business outcomes, and creating alignment between OT/ IT and executive leadership.
Without that capability, organizations often experience:
Long and unpredictable sales cycles with limited visibility into what drives opportunity progression.
Opportunities that stall or remain trapped in pilot projects without progressing into broader deployments or long-term customer expansion.
Slow onboarding, where new commercial hires take longer than expected to become effective in manufacturing.
Inconsistent discovery, resulting in varying conversation quality, qualification and commercial outcomes across the team.
Manufacturing success that depends on a handful of experienced individuals rather than a capability shared across the wider commercial organization.
Inconsistent discovery, resulting in varying conversation quality, qualification and commercial outcomes across the team.
Long and unpredictable sales cycles with limited visibility into what drives opportunity progression.
Opportunities that stall or remain trapped in pilot projects without progressing into broader deployments or long-term customer expansion.
Slow onboarding, where new commercial hires take longer than expected to become effective in manufacturing.
Inconsistent discovery, resulting in varying conversation quality, qualification and commercial outcomes across the team.
Manufacturing success that depends on a handful of experienced individuals rather than a capability shared across the wider commercial organization.
Let's talk about your manufacturing journey.
Whether you're entering manufacturing, building a repeatable commercial motion or scaling manufacturing capability across your organization, let's start with a conversation about where you are today—and where you want to go next.
Whether you're entering manufacturing, building a repeatable commercial motion or scaling manufacturing capability across your organization, let's start with a conversation about where you are today—and where you want to go next.