Maximo Success
Maximo Success
How an IBM Partner Landed Big Clients
Background
A leading Platinum IBM Maximo partner specializes in delivering industry-specific asset management solutions tailored for enterprises with vast, high-value assets. From oil rigs and manufacturing plants to large-scale infrastructure projects like roads and buildings, this company helps businesses optimize asset performance and reduce costs through IBM Maximo’s predictive maintenance capabilities.
Challenges
Despite offering a highly valuable solution, the company faced key sales hurdles:
- Targeting Large Enterprises – Multi-thousand-dollar deals required engaging with decision-makers from both business and IT functions.
- High-Cost Manpower Dependency – Companies needed to reduce reliance on expensive technical engineers through predictive maintenance.
- Complex Sales Cycle – Selling IBM Maximo often required multiple stakeholders’ approval and clear ROI demonstration.
- Inventory & Maintenance Optimization – Many enterprises struggled with expired inventory and inefficient maintenance scheduling.
Solution
Solution
To accelerate sales growth and increase market penetration in Kuwait, the company partnered with Pipeline Gurus to implement a targeted outbound sales strategy:
- Strategic Outreach to Key Decision Makers – Engaged business leaders (Supply Chain, Maintenance, and Operations Directors) and IT executives (CIOs, Digital Transformation Leaders) to demonstrate IBM Maximo’s impact.
- Targeted Persona Engagement – Focused on:
– Maintenance Managers – Ensuring accurate scheduling, inventory control, and spare part management.
– Engineers – Providing mobile access to asset data on-site for increased efficiency.
- Positioning IBM Maximo’s AI & ML Capabilities – Highlighted how the AI-driven modules enable predictive maintenance, reducing operational costs and preventing downtime.
- Driving Scalable Deals – Showcased how businesses can start with the core asset management module and scale as needed.
Results
80+
meetings
35+
proposals sent
1
enterprise-level deal closed
Conclusion
By leveraging a highly targeted outbound sales strategy, the IBM Maximo partner successfully engaged with top enterprises in Kuwait, demonstrating the platform’s ability to optimize asset performance, reduce manpower costs, and drive long-term operational efficiency.
Looking to scale your sales in asset management?
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