OEM Sales Training — Zurich

Selling technical products into complex OEM markets is genuinely difficult.

Long evaluation cycles. Buying committees of eight people. Procurement that kills deals your engineer already loves.

I've spent 15 years navigating exactly this — and I've built training programs around what actually works.

Explore the Course

Marco Pigozzi speaking at EMVA Business Conference 2024

EMVA Business Conference 2024 — Gdansk

Marco conducted a market analysis of a specialized scientific instrumentation segment that proved genuinely useful to us. The depth of his commercial understanding — not just the data, but the strategic interpretation of where the market was heading — gave us the confidence to start moving forward to develop products in that space. I'd recommend Marco to any deep-tech company that needs sharp commercial thinking applied to a specific market challenge.

Tom Freda

President & CEO, Prior Scientific

We engaged Marco through an expert network to support our due diligence on a potential acquisition in the photonics space. His ability to map the competitive landscape, identify the key technical differentiators that actually matter to OEM buyers, and flag the commercial risks that don't show up in a financial model was exactly what we needed. He thinks like someone who has been on both sides of the table — which is rare.

Senior Investment Analyst

Global Private Equity Fund · Identity withheld at client's request

15 years in photonics & deep-tech OEMCycles of 2–5 years, multi-stakeholder committeesPhotonics · Semiconductor · Medical devicesBased in Zurich · Working globallyOEM Sales TrainingComplex B2B Sales Methodology15 years in photonics & deep-tech OEMCycles of 2–5 years, multi-stakeholder committeesPhotonics · Semiconductor · Medical devicesBased in Zurich · Working globallyOEM Sales TrainingComplex B2B Sales Methodology

What this is — and what it isn't

Most sales training is built for fast-moving consumer or SaaS markets.

This isn't. It's built for the specific reality of selling technical components to OEM buyers who take 18 months to approve a vendor.

This will help you

→Understand what's actually happening inside a buying committee — and how to influence it without direct access to every decision-maker
→Build champions who defend your position when you're not in the room
→Run pilots that convert instead of pilots that die in engineering
→Read procurement objections correctly — most aren't really about price
→Survive personnel changes without losing a deal you've worked on for two years

This will not

→Make your sales cycles shorter — that's set by the buyer's internal process, not your technique
→Give you a magic script — OEM selling is judgment-based, not formula-based
→Replace the domain expertise you need to earn credibility with technical buyers
→Work without practice — the frameworks are only useful if you apply them to real deals

Selling technical products into complex OEM markets is genuinely difficult.

What this is — and what it isn't

This will help you

This will not

What I offer

OEM Sales Mastery

Value Selling for Technical Teams