Gerhard Sallinger, President, Intergraph Process, Power & Marine
Intergraph has built a strong
tradition as an industry leader
worldwide. Owner operators are a
central part of Intergraph’s growth
strategy. Chemical Engineering
World recently met with Gerhard
Sallinger, president of Intergraph
Process, Power & Marine, to
discuss how Intergraph’s solutions
are meeting the needs of owner
How has Intergraph’s share of the owner operator market
grown in relation to the growth of its owner operator
solutions? Gerhard Sallinger: Over the last couple of years, we
have steadily grown the owner share of our business
compared to the EPC side. What is new and what is
leading to the exceptional growth we have in the owner
space is the management of technical data. Owners in
the past were looking for document management. The
most they wanted was just to manage that sor t of data.
For many years, there have been vendors in the market
that develop and market document management systems.
Intergraph could do that as well, but our system is not
focused on document management.
Years ago , most people didn’t care or didn’t understand
the value of data, but this has changed, it has changed
because of us.
We are basically evangelizing the industr y to spread
the w ord that, “It’s not only the document, b ut the data
behind it that is the v alue.” Thankfully, more companies
understand that and see the value.
Speaking of the future, what’s going to happen in the
BRIC countries – Brazil, Russia, India and China? GS: We are doing quite well in those regions. This trend
will continue. The percentage of revenue coming from
those countries will increase over the next couple of years.
What do you think are the key reasons for Intergraph’s
success? GS: Our customers recognize our commitment to them, and
they trust us. This trust, along with the leading-edge solutions
we offer, are key elements of our success.
View the special coverage of Intergraph in March 2014 issue of CEW on page # 76 - 80.