Reflections on the CTRM Market with Pioneer’s Hugo Stappers

I caught up with Mr. Hugo Stappers of Pioneer this week. Hugo and I go back a couple of decades and both spent many years living in Houston, Texas, but are now both back in Europe, so it’s always a good conversation covering more than just CTRM! Hugo seems to follow what we write quite closely as he quoted different reports and articles we had written in the last few weeks or so. What he had to say was also intriguing…. In common with many other vendors in the space, Pioneer have had a busy period and Hugo also found himself traveling the day before Christmas to give a demonstration – something he says he cannot recall having done before! “We are seeing a lot of requests coming in and certainly some increase in demand, but some things haven’t changed that much either,” he warned me. “We still experience hugely long sales cycles and procurement projects are continually slipping. People come out and look, decide then change their minds and approval processes are as long as ever once a decision has been made!” He cited an example of a recent procurement that he said “took 2-years from first contact to… continue reading
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