The one thing that will sink your ‘Connected Customer’ initiatives in 2021
Installed Base Data Quality: The Achilles Heel of IoT, eCommerce, and Servitization initiatives As the Covid crisis engulfed the world last March, companies lar...
Build vs Buy and the Time Value of Money – Part 2 of 3
This blog is the 2nd installment of the 3 part ‘Build vs. Buy’ series of articles. In this series, we explore various aspects that Industrial OEMs should co...
Capturing Untapped Recurring Revenue Sales
Hayward Gordon ULC is one of the world’s largest and most respected industrial equipment manufacturers for over 60 years, with fabrication, distribution ...
Driving Net New Base Revenue
Grundfos is a global pump manufacturer based in Denmark with annual revenues of over 3b EUR. They produce over 16 million pump units annually along with their e...
Making Installed Base Selling Real
I recently had an opportunity to read a new book on the topic of Installed Base selling by Remi Gicquel and Paul Andre Lambert. “Using Installed Base Selling ...
Here are Industrial OEM priorities for 2020
What do four years feel like to you today? I am almost certain they feel like an eternity given what’s happening around us. A BCG report that came out this la...
Predicting market shifts – where is industrial OEM headed next?
TL;DR ● Markets are shifting like quicksand under the feet of OEMs; broad segments are going to be reshaped and redefined b...
Industrial OEMs – Used equipment market is just around the corner
This past seven days, many folks I spoke to in the Industrial OEM space have settled down into the new normal. I am glad to share that there is a greater sense ...
Best Practice Series – Triage your customer base using this simple tip
We are starting a best practice series so we can share how our peers across the OEM industry are dealing with the situation. Hope you will find this useful. Her...
It’s time to recession-proof your business
As we enter the second week of March 2020, it’s safe to assume that nothing is safe anymore. The global COVID-19 epidemic has crossed borders & is spreadi...