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 to...
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 last...
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 because...
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 of...
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. Here...
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 spreading...