Why Installed Base prospecting is broken for OEMs
Ok, hopefully, that headline got your attention! But hear me out, and when I’m done, I think you will agree with my characterization of this important business...
Industrial OEMs are in for a world of hurt
After a long 18 months of COVID “work from home”, I finally started “getting on the road” to meet with customers, prospects, and others in the broader Industrial...
Why we started IndustryNext – A community for OEM Leaders
TL;DR Best practice sharing and lessons learned has always been a mechanism used by OEM leaders As we built Entytle, our customers and prospects kept asking us about...
Personalization at Scale: The New Game for Industrial OEMs
TL;DR Every customer matters, not just your top ones Today’s customer expects to be served in a personalized way The dichotomy of being able to personalize experience...
Chief Installed Base Officer – how does an OEM go about organizing for this key role?
A few weeks ago, I suggested that industrial OEMs should create a new role, that of a Chief Installed Base Officer (CIBO). Based on the comments and reactions, I...
The case for a Chief Installed Base Officer
A couple of weeks ago I posted what I thought was a provocative article suggesting that the Aftermarket a.k.a Installed Base is too important to leave in the hands...
What Does Maslow’s Hierarchy of Needs have to do with Industrial OEMs, Digitization of Customer Experience & Installed Base?
TL;DR Maslow’s hierarchy of needs is a good framework for understanding how companies think Providing “food shelter water” is critical before satisfying higher...