Robert Kempin - Chief Sales Officer
Q: What changes are currently taking place in the market – and what does that mean, specifically, for our customers?
A: Our customers are under increasing pressure to act more quickly while maintaining predictability. Therefore, what matters most is not just a good product, but the ability to reduce complexity and provide early clarity on feasibility, availability, and alternatives.
Q: What do customers expect today in addition to the product – and how do they define “best in class”?
A: For many customers today, “best in class” means: reliable, guaranteed services, transparent communication, and a partner who thinks proactively. Those who provide early advice, present realistic options, and take responsibility are seen as offering genuine added value.
Q: In your opinion, what is the most important factor for successful projects – what really makes the difference?
A: The most effective lever is reaching a shared understanding at the start of a project. When requirements, framework conditions, and priorities are clearly defined from the outset, this leads to speed, trust, and significantly better results.
Q: What should customers expect in the next 12-24 months?
A: Collaboration will need to become even more partnership-oriented. Customers benefit the most when they involve suppliers early on, plan more openly, and view projects not just from a technical perspective but holistically.
Q: Your personal tip that works right away?
A: The sooner we talk to each other – including about uncertainties or alternatives – the better we can work together to find solutions that will work in the long run.