{"id":44310,"date":"2026-04-28T01:23:41","date_gmt":"2026-04-27T17:23:41","guid":{"rendered":"https:\/\/incit.org\/?p=44310"},"modified":"2026-04-28T01:46:43","modified_gmt":"2026-04-27T17:46:43","slug":"why-industrial-start-ups-lose-deals-they-should-win","status":"publish","type":"post","link":"https:\/\/incit.org\/az\/thought-leadership\/why-industrial-start-ups-lose-deals-they-should-win\/","title":{"rendered":"S\u0259naye Start-Uplar\u0131 Niy\u0259 Qazanmal\u0131 olduqlar\u0131 M\u00fcqavil\u0259l\u0259ri Uduzurlar"},"content":{"rendered":"

S\u0259naye Start-Uplar\u0131 Niy\u0259 Qazanmal\u0131 olduqlar\u0131 M\u00fcqavil\u0259l\u0259ri Uduzurlar<\/span><\/b>\u00a0<\/span><\/h2>\n

A\u011f\u0131ll\u0131 fabrik analitikas\u0131 startap\u0131 toxum d\u00f6vr\u0259sini ba\u011flad\u0131qda, \u0259hval-ruhiyy\u0259 ad\u0259t\u0259n \u00e7\u0259tinlikl\u0259 qazan\u0131lan nikbinlikd\u0259n qaynaqlan\u0131r. M\u0259hsul i\u015f\u0259 yaray\u0131r. Pilot layih\u0259l\u0259r u\u011furla ba\u015fa \u00e7at\u0131b v\u0259 n\u0259hay\u0259t, bazara \u00e7\u0131xmaq \u00fc\u00e7\u00fcn kifay\u0259t q\u0259d\u0259r imkanlar\u0131 var. Onlar n\u00fcmun\u0259 t\u0259dqiqatlar\u0131 il\u0259 silahlanm\u0131\u015f istehsal\u00e7\u0131lar\u0131n qap\u0131lar\u0131n\u0131 d\u00f6ym\u0259y\u0259 ba\u015flay\u0131rlar. \u018fvv\u0259lc\u0259 g\u00f6r\u00fc\u015fl\u0259r ke\u00e7irilir, sonrak\u0131 g\u00f6r\u00fc\u015fl\u0259r d\u0259 ke\u00e7irilir, amma bundan sonra h\u0259ft\u0259l\u0259r aylarla uzan\u0131r. Cavab g\u0259l\u0259nd\u0259 is\u0259 siz\u0259 bunun g\u00f6zl\u0259dikl\u0259ri kimi olmad\u0131\u011f\u0131n\u0131 deyirl\u0259r. M\u0259lum oldu ki, onlar yenic\u0259 b\u00f6y\u00fck bir ERP t\u0259tbiqini (S\u00fcni \u0130ntellekt \u0259sasl\u0131 t\u0259mir) ba\u015fa vurublar v\u0259 h\u0259l\u0259 d\u0259 bu pozuntunu aradan qald\u0131r\u0131rlar.\u00a0<\/span>\u00a0<\/span><\/p>\n

Bu, s\u0259naye B2B sat\u0131\u015flar\u0131n\u0131 erk\u0259n m\u0259rh\u0259l\u0259d\u0259 m\u00fc\u0259yy\u0259n ed\u0259n sakit, \u0259zici m\u0259yusluqdur. M\u0259hsul haql\u0131 ola bil\u0259r. M\u00fc\u015ft\u0259ri haql\u0131 ola bil\u0259r. Vaxt d\u00f6rdd\u0259 bir s\u0259hv ola bil\u0259r v\u0259 t\u0259r\u0259fl\u0259rd\u0259n he\u00e7 biri bunun s\u0259b\u0259bini tam ba\u015fa d\u00fc\u015fm\u0259d\u0259n s\u00f6vd\u0259l\u0259\u015fm\u0259 yox olur.\u00a0<\/span>\u00a0<\/span><\/p>\n

Startaplar he\u00e7 vaxt h\u0259qiq\u0259t\u0259n a\u00e7\u0131q olmayan f\u00fcrs\u0259tl\u0259rin dal\u0131nca aylarla davam ed\u0259n podium axtar\u0131\u015flar\u0131n\u0131 s\u0259rf edirl\u0259r, istehsal\u00e7\u0131lar is\u0259 sad\u0259c\u0259 s\u00f6hb\u0259tin \u0259m\u0259liyyat t\u0259qviml\u0259rind\u0259 s\u0259hv anda ba\u015f verdiyi \u00fc\u00e7\u00fcn iyn\u0259ni m\u0259nal\u0131 \u015f\u0259kild\u0259 t\u0259rp\u0259d\u0259 bil\u0259c\u0259k h\u0259ll\u0259ri \u0259ld\u0259n verirl\u0259r.<\/span>\u00a0<\/span><\/p>\n

Tan\u0131\u015f A\u011fr\u0131n\u0131n Arxas\u0131ndak\u0131 Struktur Problem<\/span><\/b>\u00a0<\/span><\/h2>\n

Uy\u011funsuzluq t\u0259sad\u00fcfi deyil. Bu, s\u0259naye transformasiyas\u0131n\u0131n tarix\u0259n nec\u0259 i\u015fl\u0259diyind\u0259ki struktur bo\u015flu\u011fu \u0259ks etdirir. \u0130stehsal\u00e7\u0131lar ad\u0259t\u0259n transformasiyadan kapital d\u00f6vrl\u0259ri, liderlik d\u0259yi\u015fiklikl\u0259ri, r\u0259qab\u0259t t\u0259zyiqi v\u0259 ya t\u0259nziml\u0259yici d\u0259yi\u015fiklikl\u0259rin t\u0259siri il\u0259 qeyri-x\u0259tti partlay\u0131\u015flar \u015f\u0259klind\u0259 ke\u00e7irl\u0259r. 1-ci r\u00fcbd\u0259 "haz\u0131r olmayan" bir \u015firk\u0259t 3-c\u00fc r\u00fcb t\u0259r\u0259find\u0259n t\u0259cili olaraq motivasiya oluna bil\u0259r. Lakin h\u0259ll t\u0259minat\u00e7\u0131lar\u0131n\u0131n bu d\u0259yi\u015fikliyin n\u0259 vaxt ba\u015f ver\u0259c\u0259yi il\u0259 ba\u011fl\u0131 etibarl\u0131 bir siqnal\u0131 yoxdur.<\/span>\u00a0<\/span><\/p>\n

Bununla yana\u015f\u0131, istehsalatda sat\u0131nalmalar m\u00fc\u0259ssis\u0259 texnologiyas\u0131nda \u0259n uzun sat\u0131\u015f d\u00f6vrl\u0259rind\u0259n biri olaraq qal\u0131r. T\u0259dqiqat\u00a0<\/span>R\u0259q\u0259msal Fokus<\/span><\/a>\u00a0\u0130stehsal potensial\u0131n\u0131 veril\u0259nl\u0259r bazas\u0131ndak\u0131 \u0259laq\u0259 \u015f\u0259xsind\u0259n tam h\u00fcquqlu m\u00fc\u015ft\u0259riy\u0259 \u00e7evirm\u0259k \u00fc\u00e7\u00fcn orta vaxt\u0131n oldu\u011funu m\u00fc\u0259yy\u0259n etdi.\u00a0<\/span>130 g\u00fcn<\/span><\/b>.\u00a0<\/span>\u00a0<\/span><\/p>\n

Amma m\u0259s\u0259l\u0259 bunda deyil, al\u0131\u015f prosesi daha \u0259vv\u0259l ba\u015flay\u0131r.\u00a0<\/span>Dentsu<\/span><\/a>\u00a0A\u011fr\u0131l\u0131 bir n\u00f6qt\u0259 \u0259traf\u0131nda "ilkin t\u0259dqiqat" aparmaqdan s\u00f6vd\u0259l\u0259\u015fm\u0259nin ba\u011flanmas\u0131na q\u0259d\u0259r olan vaxt daha uzundur. Orta hesabla\u00a0<\/span>379 g\u00fcn<\/span><\/b>\u00a0raz\u0131la\u015fman\u0131n yekunla\u015fd\u0131r\u0131lmas\u0131 \u00fc\u00e7\u00fcn.\u00a0<\/span>\u00a0<\/span><\/p>\n

\"\"<\/span><\/p>\n

D\u0259rin balans hesabatlar\u0131 v\u0259 ya qurulmu\u015f paylama \u015f\u0259b\u0259k\u0259l\u0259ri olmayan startaplar \u00fc\u00e7\u00fcn bu dinamika \u00e7ox vaxt \u00f6l\u00fcmc\u00fcl olur. T\u0259sis\u00e7i vaxt\u0131, s\u0131naq meydan\u00e7as\u0131 v\u0259 \u0259hval-ruhiyy\u0259 bax\u0131m\u0131ndan ixtisass\u0131z m\u00fc\u015ft\u0259ril\u0259rin axtar\u0131\u015f\u0131n\u0131n d\u0259y\u0259ri m\u0259hsulun \u00f6z\u00fcn\u00fcn qurulmas\u0131 x\u0259rcini m\u00fcnt\u0259z\u0259m olaraq \u00fcst\u0259l\u0259yir.<\/span>\u00a0<\/span><\/p>\n

M\u00fc\u015ft\u0259rinin harada oldu\u011funu bildikd\u0259 n\u0259l\u0259r d\u0259yi\u015fir<\/span><\/b>\u00a0<\/span><\/h2>\n

Prioritise+ Marketplace-in arxas\u0131ndak\u0131 \u0259sas fikir sad\u0259dir:\u00a0<\/span>Uy\u011funla\u015fd\u0131rma, h\u0259r iki t\u0259r\u0259f g\u00f6r\u00fc\u015fm\u0259zd\u0259n \u0259vv\u0259l eyni \u00e7\u0259r\u00e7iv\u0259y\u0259 \u0259sas\u0259n qiym\u0259tl\u0259ndirildikd\u0259 daha yax\u015f\u0131 i\u015fl\u0259yir.<\/span><\/b>\u00a0<\/span><\/p>\n

Prioritise+, istehsal\u00e7\u0131lar t\u0259r\u0259find\u0259n \u0259m\u0259liyyat s\u0259m\u0259r\u0259liliyi, r\u0259q\u0259msal texnologiyalar\u0131n t\u0259tbiqi, t\u0259chizat z\u0259ncirinin dayan\u0131ql\u0131\u011f\u0131 v\u0259 i\u015f\u00e7i q\u00fcvv\u0259sinin qabiliyy\u0259ti daxil olmaqla \u00f6l\u00e7\u00fcl\u0259r \u00fczr\u0259 \u00f6z transformasiya bo\u015fluqlar\u0131n\u0131 x\u0259rit\u0259l\u0259\u015fdirm\u0259k \u00fc\u00e7\u00fcn istifad\u0259 edil\u0259n strukturla\u015fd\u0131r\u0131lm\u0131\u015f qiym\u0259tl\u0259ndirm\u0259 vasit\u0259si olan INCIT-in Prioritization Index il\u0259 birlikd\u0259 f\u0259aliyy\u0259t g\u00f6st\u0259rir. \u0130stehsal\u00e7\u0131lar Prioritise Plus-a biznesl\u0259rinin hans\u0131 hiss\u0259l\u0259rinin \u0259n t\u0259cili olaraq d\u0259yi\u015fdirilm\u0259li oldu\u011funu m\u00fc\u0259yy\u0259n etdikd\u0259n sonra g\u0259lirl\u0259r.<\/span>\u00a0<\/span><\/p>\n

Bu, h\u0259ll t\u0259minat\u00e7\u0131lar\u0131 \u00fc\u00e7\u00fcn tamamil\u0259 f\u0259rqli bir ba\u015flan\u011f\u0131c n\u00f6qt\u0259si yarad\u0131r. M\u0259s\u0259l\u0259n, t\u0259chizat z\u0259ncirinin r\u0259q\u0259msalla\u015fd\u0131r\u0131lmas\u0131 il\u0259 ba\u011fl\u0131 t\u0259klif x\u0259rit\u0259l\u0259rini t\u0259qdim ed\u0259n bir t\u0259minat\u00e7\u0131, qeyri-m\u00fc\u0259yy\u0259nliy\u0259 yol verm\u0259k \u0259v\u0259zin\u0259, t\u0259chizat z\u0259ncirini art\u0131q prioritet bo\u015fluq kimi m\u00fc\u0259yy\u0259n etmi\u015f istehsal\u00e7\u0131lara x\u00fcsusi olaraq t\u0259qdim olunur. Uy\u011funluq ilk s\u00f6hb\u0259td\u0259n \u0259vv\u0259l m\u00fc\u0259yy\u0259n edilir.\u00a0<\/span>\u00a0<\/span><\/p>\n

Ota\u011fa girm\u0259k \u00fc\u00e7\u00fcn iki model<\/span><\/b>\u00a0<\/span><\/h2>\n

Prioritise+ h\u0259ll t\u0259minat\u00e7\u0131lar\u0131na istehsal\u00e7\u0131larla \u0259laq\u0259 qurma\u011f\u0131n iki f\u0259rqli yolu t\u0259klif edir.<\/span>\u00a0<\/span><\/p>\n

InnoSphere<\/span><\/b>\u00a0strukturla\u015fd\u0131r\u0131lm\u0131\u015f bazar kimi f\u0259aliyy\u0259t g\u00f6st\u0259rir. T\u0259chizat\u00e7\u0131lar siyah\u0131ya al\u0131nmaq \u00fc\u00e7\u00fcn m\u00fcraci\u0259t edirl\u0259r v\u0259 t\u0259klifl\u0259ri Prioritetl\u0259\u015fdirm\u0259 \u0130ndeksi \u00f6l\u00e7\u00fcl\u0259rin\u0259 uy\u011fun olaraq t\u0259snif edilir. M\u00fc\u0259yy\u0259n bir transformasiya sah\u0259sind\u0259 h\u0259ll\u0259r axtaran istehsal\u00e7\u0131lar m\u00fcvafiq t\u0259minat\u00e7\u0131lar\u0131n \u00f6z qiym\u0259tl\u0259ndirilmi\u015f prioritetl\u0259ri il\u0259 qar\u015f\u0131la\u015fd\u0131qlar\u0131n\u0131 g\u00f6r\u00fcrl\u0259r. T\u0259tbiq m\u00fcvafiq r\u0259q\u0259msal al\u0259t d\u0259sti v\u0259 ya h\u0259lli olan ist\u0259nil\u0259n t\u0259minat\u00e7\u0131 \u00fc\u00e7\u00fcn a\u00e7\u0131qd\u0131r v\u0259 standart INCIT etimadnam\u0259l\u0259rind\u0259n istifad\u0259 edir.<\/span>\u00a0<\/span><\/p>\n

ManuVate\u00a0<\/span><\/b>Daha aktiv yana\u015fma t\u0259tbiq edir. Tap\u0131lmas\u0131n\u0131 g\u00f6zl\u0259m\u0259k \u0259v\u0259zin\u0259, provayderl\u0259r\u0259 spesifik, aktiv transformasiya ehtiyaclar\u0131 olan istehsal\u00e7\u0131lara uy\u011funla\u015fd\u0131r\u0131lm\u0131\u015f t\u0259klifl\u0259r t\u0259qdim etm\u0259y\u0259 imkan verir. Hal-haz\u0131rda ManuVate.com sayt\u0131nda m\u00fcst\u0259qil f\u0259aliyy\u0259t g\u00f6st\u0259r\u0259n v\u0259 Prioritise Plus-a inteqrasiya prosesi davam ed\u0259n ManuVate, provayderl\u0259r \u00fc\u00e7\u00fcn maliyy\u0259 bax\u0131m\u0131ndan risksiz olmaq \u00fc\u00e7\u00fcn haz\u0131rlanm\u0131\u015fd\u0131r: t\u0259klif t\u0259qdim etm\u0259k \u00fc\u00e7\u00fcn ilkin \u00f6d\u0259ni\u015f t\u0259l\u0259b olunmur v\u0259 r\u0259qab\u0259t h\u0259llin \u00f6z\u00fcn\u00fcn keyfiyy\u0259tin\u0259 v\u0259 uy\u011funlu\u011funa \u0259sas\u0259n ba\u015f verir.\u00a0<\/span>\u00a0<\/span><\/p>\n

\u0130ki m\u0259hsul birlikd\u0259 eyni problemin f\u0259rqli n\u00f6qt\u0259l\u0259rini h\u0259ll edir. InnoSphere a\u015fkarlanman\u0131, ManuVate is\u0259 aktiv t\u0259qibi idar\u0259 edir.<\/span>\u00a0<\/span><\/p>\n

Bunun T\u0259msil Etdiyi Daha Geni\u015f D\u0259yi\u015fiklik<\/span><\/b>\u00a0<\/span><\/h2>\n

S\u0259naye transformasiyas\u0131 uzun m\u00fcdd\u0259tdir istehsal\u00e7\u0131n\u0131n s\u0259yah\u0259ti kimi m\u00fczakir\u0259 olunur. Yol x\u0259rit\u0259l\u0259ri, qiym\u0259tl\u0259ndirm\u0259l\u0259r, imkanlar \u00e7\u0259r\u00e7iv\u0259l\u0259ri, ham\u0131s\u0131 d\u0259yi\u015fm\u0259li olan \u015firk\u0259t \u00fcz\u0259rind\u0259 c\u0259ml\u0259\u015fib.<\/span>\u00a0<\/span><\/p>\n

Lakin transformasiya he\u00e7 vaxt t\u0259kba\u015f\u0131na ba\u015f ver\u0259n bir i\u015f deyil. U\u011furla modernl\u0259\u015f\u0259n h\u0259r bir istehsal\u00e7\u0131 bunu xarici t\u0259cr\u00fcb\u0259ni, xarici texnologiyan\u0131 v\u0259 xarici t\u0259r\u0259fda\u015fl\u0131\u011f\u0131 inteqrasiya etm\u0259kl\u0259 edir. H\u0259ll t\u0259minat\u00e7\u0131s\u0131 ekosistemi s\u0259naye transformasiyas\u0131n\u0131n periferik hiss\u0259si deyil.\u00a0<\/span>d\u0131r<\/span><\/i>\u00a0s\u0259naye transformasiyas\u0131, xaricd\u0259n daxil\u0259.<\/span>\u00a0<\/span><\/p>\n

Daha d\u0259rin problem bu ekosistemin xidm\u0259t g\u00f6st\u0259rdiyi istehsal\u00e7\u0131larla he\u00e7 vaxt ortaq bir dild\u0259 dan\u0131\u015fmamas\u0131d\u0131r. T\u0259chizat\u00e7\u0131lar bir l\u00fc\u011f\u0259td\u0259n istifad\u0259 edirl\u0259r; istehsal\u00e7\u0131lar ehtiyaclar\u0131n\u0131 ba\u015fqa bir \u015f\u0259kild\u0259 qiym\u0259tl\u0259ndirirl\u0259r. S\u00f6vd\u0259l\u0259\u015fm\u0259l\u0259r uy\u011funluq olmad\u0131\u011f\u0131 \u00fc\u00e7\u00fcn deyil, iki t\u0259r\u0259fin he\u00e7 vaxt ortaq bir istinad \u00e7\u0259r\u00e7iv\u0259si tapmad\u0131\u011f\u0131 \u00fc\u00e7\u00fcn pozulur.<\/span>\u00a0<\/span><\/p>\n

\u00a0Prioritise+-\u0131n m\u0259qs\u0259di ortaq \u00e7\u0259r\u00e7iv\u0259ni qurmaqd\u0131r. \u0130stehsal\u00e7\u0131lara v\u0259 h\u0259ll t\u0259minat\u00e7\u0131lar\u0131na bir-birl\u0259rini yaln\u0131z s\u0259naye v\u0259 ya co\u011frafiyaya g\u00f6r\u0259 deyil, h\u0259m d\u0259 ba\u011flanmas\u0131 laz\u0131m olan konkret bo\u015fluq v\u0259 onu ba\u011flaya bil\u0259c\u0259k konkret imkanlara g\u00f6r\u0259 tapmaq \u00fc\u00e7\u00fcn bir yol t\u0259qdim etm\u0259kdir.<\/span>\u00a0<\/span><\/p>\n

V\u0259 alt\u0131 ayl\u0131q vaxt uy\u011funsuzlu\u011fu \u00fcz\u00fcnd\u0259n m\u00fcqavil\u0259ni itir\u0259n startap \u00fc\u00e7\u00fcn daha yax\u015f\u0131 bir cavaba sahib olmaq\u00a0<\/span>bu istehsal\u00e7\u0131 n\u0259 vaxt v\u0259 niy\u0259 haz\u0131rd\u0131r<\/span><\/i>\u00a0m\u0259hsul yol x\u0259rit\u0259sind\u0259ki ist\u0259nil\u0259n x\u00fcsusiyy\u0259td\u0259n daha d\u0259y\u0259rli olard\u0131.<\/span><\/p>","protected":false},"excerpt":{"rendered":"

Why Industrial Start-Ups Lose Deals They Should\u00a0Win\u00a0 When a smart factory analytics start-up closes its seed round, the mood is usually one of hard-won optimism. The product works. The pilots have gone well, and they finally have enough runway to go to market. They begin knocking on doors at manufacturers, armed with case studies. At […]<\/p>\n","protected":false},"author":3,"featured_media":44311,"comment_status":"closed","ping_status":"open","sticky":false,"template":"","format":"standard","meta":{"_acf_changed":false,"footnotes":""},"categories":[17],"tags":[356,357,47,304,300,341,302],"class_list":["post-44310","post","type-post","status-publish","format-standard","has-post-thumbnail","hentry","category-thought-leadership","tag-b2bsales","tag-enterprisesales","tag-incit","tag-industrialtransformation","tag-industry40","tag-manufacturinginnovation","tag-smartmanufacturing"],"acf":{"topic":"trends"},"_links":{"self":[{"href":"https:\/\/incit.org\/az\/wp-json\/wp\/v2\/posts\/44310","targetHints":{"allow":["GET"]}}],"collection":[{"href":"https:\/\/incit.org\/az\/wp-json\/wp\/v2\/posts"}],"about":[{"href":"https:\/\/incit.org\/az\/wp-json\/wp\/v2\/types\/post"}],"author":[{"embeddable":true,"href":"https:\/\/incit.org\/az\/wp-json\/wp\/v2\/users\/3"}],"replies":[{"embeddable":true,"href":"https:\/\/incit.org\/az\/wp-json\/wp\/v2\/comments?post=44310"}],"version-history":[{"count":3,"href":"https:\/\/incit.org\/az\/wp-json\/wp\/v2\/posts\/44310\/revisions"}],"predecessor-version":[{"id":44316,"href":"https:\/\/incit.org\/az\/wp-json\/wp\/v2\/posts\/44310\/revisions\/44316"}],"wp:featuredmedia":[{"embeddable":true,"href":"https:\/\/incit.org\/az\/wp-json\/wp\/v2\/media\/44311"}],"wp:attachment":[{"href":"https:\/\/incit.org\/az\/wp-json\/wp\/v2\/media?parent=44310"}],"wp:term":[{"taxonomy":"category","embeddable":true,"href":"https:\/\/incit.org\/az\/wp-json\/wp\/v2\/categories?post=44310"},{"taxonomy":"post_tag","embeddable":true,"href":"https:\/\/incit.org\/az\/wp-json\/wp\/v2\/tags?post=44310"}],"curies":[{"name":"wp","href":"https:\/\/api.w.org\/{rel}","templated":true}]}}