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Merry Christmas and Happy New Year
The team at ARKANCE would like to wish you all a very Merry Christmas and the very best for a happy, healthy and successful New Year. Thank you for your continued support and loyalty throughout the past year. We look forward to working with you in the coming year.
With our best wishes,
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A Year of Impact, A Future in Focus
2025 was a transformative year for Portugal – from breakthrough customer achievements to rapid shifts in the AEC and manufacturing sectors. In this exclusive Q&A, Iker Otxoa reflects on the moments that mattered most and looks ahead to the key opportunities shaping 2026.
Explore their perspective on where the industry is headed, what challenges to watch for, and how ARKANCE is positioned to support businesses ready to take the next step in their digital journey.
1. What are your top three highlights from 2025 in your country – such as key events, memorable customer moments, or notable company updates?
The three milestones I would highlight are as follows:
Promotion of the high-value portfolio: We consolidated strategic implementations in ACC, PDM/PLM and Digital Factory, reinforcing our position as a leading partner in Iberia for advanced digital transformation solutions.
Launch of Eagle Point campaigns and ARKANCE support: We successfully rolled out the combined Eagle Point initiatives—both for strategic customers and for T4 with the ‘Lite’ offering—along with the progressive activation of ARKANCE support. These campaigns have opened up clear avenues for rapid monetisation and strengthened the value proposition for our installed base.
Restructuring of the team to improve efficiency and focus on new business: We executed a key reorganisation of the sales team aimed at maximising the generation of new business. This included the formal creation of the roles of Hunters and Farmers, as well as the integration of Business Consultants into the sales team, allowing for greater alignment, speed and clarity throughout the sales cycle.
2. How do you see the industry evolving in your region, and what opportunities or challenges do you anticipate in 2026?
The industry in Iberia continues to accelerate its digitalisation, driven by the maturity of BIM in AEC, new document traceability requirements and the need to optimise manufacturing processes.
By 2026, we identify three main vectors:
Opportunities:
Greater adoption of collaborative cloud environments (ACC) thanks to standards and mandates that are beginning to take hold.
Growing demand for PLM and Digital Factory solutions to improve productivity in industrial environments.
Increased importance of specialised services, where high value-added capabilities will be a key differentiator.
Challenges:
Budget constraints in certain segments, which will require clearer and more quantifiable evidence of ROI.
Growing competition, especially in cloud and PLM solutions, which will increase the need for differentiation in services.
More complex transitions from legacy systems, requiring more intensive consulting support.
3. If you could sum up 2025 in one word, and share one word for what you hope 2026 will bring – what would they be, and why?
2025 — ‘Restructuring’: This has been a year marked by essential organisational changes to prepare for more solid growth: redesign of the sales team, creation of the roles of Hunters and Farmers, and greater integration between sales and consulting to improve efficiency and focus on new business.
2026 — ‘Consolidation’: This must be the year in which everything we have built translates into tangible results and, above all, in which services once again become one of our pillars of growth. The means have been put in place — new capabilities, an optimised structure and a renewed focus — to accelerate commercial execution and strengthen our positioning in high value-added solutions.