Win the right industrial software work.
Deliver it with evidence.
I'm Jaymin Patel. For nearly 30 years I have sold, shaped and delivered industrial software: MES, SCADA, plant information and automation programmes for food and beverage, oil and gas and infrastructure. I help vendors and integrators win more of the right work, and help manufacturers get it delivered, using JEFF, the method I built to run a project from first qualification to closure.
Prefer to write? Message me on WhatsApp or email. I reply within one working day.
Industrial software is lost twice: once in the sale, once in the delivery
Most firms are strong on one side. I have spent my career on both, so what gets sold can be delivered, and what gets delivered is what was sold.
Pipelines full of deals nobody qualified
Forecasts miss because opportunities are counted, not tested. Nobody has asked who signs and who loses sleep.
Proposals priced before the scope is known
The number is fixed in week one and defended for two years, usually by the delivery team.
The specification drifts from what the client asked
Requirements are retyped and reworded until nobody can show where a design decision came from.
Phases close on a date, not on evidence
Design is "done" because the calendar says so. The gaps arrive in testing, where every fix costs more and moves the date.
Two practices, one method underneath
Sales, pursuit and commercial consulting
For industrial software vendors, system integrators and consultancies that want to grow.
- Sales operating model: CRM, MEDDPICC qualification, forecasting, bid governance
- Major pursuit leadership: win strategy, solution shaping, proposal and price
- Market entry into the Gulf: Saudi Arabia, the UAE, Kuwait, Qatar
- Fractional sales or business development leadership
Industrial systems delivery
For manufacturers and project teams with a programme to scope, specify, test or recover.
- Readiness reviews and business cases that hold up
- Requirements and functional design traced to the client's own words
- Test and acceptance packs, go-live readiness
- Independent health checks and programme recovery
Across every kind of industrial software project:
One method from first qualification to final closure
JEFF is the operating system I built for selling and delivering industrial software. The bid, the price, the specification, the tests and the status reports come from one register, so what was sold and what is delivered cannot drift apart. It is not tied to one product or one kind of system.
Win
Qualification, bid or no-bid, win strategy, estimate and proposal, all governed.
Deliver
Requirements traced to source, generated design and test documents, phases that close on evidence.
Any system
MES, SCADA, DCS and PLC integration, historians, ERP links and AI-assisted engineering.
Deals won, programmes delivered, businesses grown
Regional software sales grown more than 15x
Led the major pursuits that produced the company's largest global software deals three years running, over half of the regional target.
Invensys and Schneider Electric
Won and then delivered the company's first integrated MES for a greenfield refinery
Led the $20M+ pursuit, sat in the negotiations, then served as Technical Director for year one.
Invensys, 2012–13
A first global sales operating model, built from nothing
CRM, MEDDPICC qualification, forecasting, standard bids and executive sign-off for a company in financial recovery.
INDEFF, 2025–26
A chemical engineer who became a seller-doer
I started at APV in 1997 writing plant software for dairy and beverage sites. Twenty years later I was leading the largest software pursuits in the Middle East. In between, and since, I have designed, delivered, sold and rescued programmes, and I have been in the negotiation on every win.
The two questions I ask at the start of every engagement: what does good look like for you in 12 months? and who signs, and who loses sleep if it fails?
From first call to signed scope in about a week
A 30-minute call
Free. You describe the deal, the programme or the plant, and what is worrying you. I tell you plainly whether I can help.
A written scope and fixed price
Within a week: what I will deliver, when, what I need from you and the fee.
Work starts, with weekly written status
You see progress against the agreed outputs every week, in writing.
Tell me what you are trying to win, or get live.
A call costs nothing. If I am not the right person, I will say so and, where I can, point you to someone who is.