“Even the best product doesn’t sell itself.”

Can you tell us about your career path prior to joining Blickfeld?

I started my career in semiconductor sales – first with a distributor, then spent 13 years at Texas Instruments. During that time, I gained hands-on experience in sales and eventually joined the European leadership team, where I was responsible for marketing, communications, channel management, and direct sales.

Eventually, I wanted to explore new industries and moved into other areas of high-tech: first machine vision, then prototyping and small-scale manufacturing, and later 3D metal printing. Interestingly, I spent most of that time working for U.S.-based companies – until I joined Blickfeld.

What differences have you noticed between German and American companies?

There are significant differences, especially when it comes to startups. U.S. companies tend to take a more agile approach to product development and go-to-market strategy. They often embrace the “fail fast, learn fast” mindset, releasing products early to gather market feedback and iterate quickly. Innovation tends to be closely aligned with market trends and customer needs.

German companies, on the other hand, often emphasize technical excellence and precision. There’s a stronger focus on long-term customer relationships and sustainable growth rather than short-term gains.

Both approaches have their strengths – and my goal is to combine the best of both worlds.

What’s your role at Blickfeld?

I lead global business development, which means identifying new markets and application areas for our sensors. My goal is to bring LiDAR technology to industries where camera- or video-based systems fall short – or where no solution has existed until now. One exciting use case we’re working on is volume measurement. The challenge is this: Without precise and up-to-date inventory data, it’s hard for customers to manage stock levels and supply chains effectively. Our 3D LiDAR solution enables digitalization across the entire value chain, helps avoid production downtimes, and improves material flow efficiency.

At the core of my work is the customer – because even the best product won’t succeed without a clear value proposition. It’s about identifying the benefit for the customer and communicating it in a way that resonates.

What past experiences help you in your current role at Blickfeld?

I’ve spent the last 25 years in sales roles at complex, tech-driven companies and learned a lot about how to translate technology into customer value. In many high-tech businesses, there’s a strong focus on the technology itself. But in my experience, real success comes when you connect technical capabilities with actual customer needs.

Take our sensors: the fact that they have an onboard CPU only matters if we can show how that brings real advantages – like delivering accurate, real-time volume data straight into a customer’s ERP system.

It’s about making that added value tangible – and that’s the perspective I bring to Blickfeld.

Why did you decide to join Blickfeld?

At my previous job with a U.S.-based 3D printing startup, I loved the energy and fast pace of a dynamic environment. So I was looking for something similar. At the same time, I wanted to work with a product that was innovative, mature, and scalable – and that’s exactly what I found at Blickfeld.

What are your plans for Sales & Business Development at Blickfeld?

We’re pursuing multiple strategies. On one hand, we’re focused on expanding our business in existing applications like volume monitoring. Our biggest challenge here is scalability. Even when customers share similar use cases, their specific requirements often differ. That’s why we’re putting more emphasis on working with system integrators to help us reach a broader customer base more efficiently.

Over the past ten months – and going forward – I’ve been focused on building strategic partnerships, particularly in the volume monitoring space and beyond.

We’re targeting a wide range of industrial applications where our 3D LiDAR sensors can solve real-world problems. For instance, we’re collaborating with customers in traffic management and autonomous vehicle sectors and plan to grow those areas significantly. It’s an exciting time to push the boundaries of what LiDAR can do.

Has there been a project that really stood out to you?

Absolutely! One of our customers – a research institute – is running a project on the Zugspitze mountain, where our LiDAR sensors are used to measure snow depth on a glacier. It’s likely the highest-altitude LiDAR deployment in Germany. It’s a fascinating project – not only because of the location, but also due to the unique requirements and extreme environmental conditions.

Measuring snow using our volume measurement solution puts special demands on the sensor. This project really highlights the versatility of our technology.

What do you enjoy most about working at Blickfeld?

The open and collaborative team culture. We talk honestly about challenges and don’t shy away from discussing when things don’t go as planned. That creates a fast-paced decision-making environment where we learn from setbacks and find solutions that move us forward as a team.

Lastly, what’s the last book you read?

The Swarm by Frank Schätzing – an eco-thriller about the consequences of human interference with nature. It feels especially relevant now, given the ongoing climate crisis.