BLOGS
Intelligent Account Planning: Unlocking Aftermarket Growth with Installed Base Data
Why are so many industrial OEMs missing out on the full value of their aftermarket?For decades, account planning in industrial machinery has relied on experience, intuition, and fragmented data scattered across CRMs, ERPs, and spreadsheets. But as aftermarket moves from a support function to the primary profit driver, this approach
Why Most Aftermarket Teams Are Flying Blind – And What It’s Costing You Now
Building Reliable Installed Base Systems Through Effective Data Engineering
Data Engineering is central to building and maintaining effective installed base management systems. The process involves collecting, integrating, and organizing data from various sources to provide a comprehensive view of assets, operations, and service activities. This article examines the technical challenges and approaches to Data Engineering in the context of
How to unlock Wallet Share with your Service BOM? – Let’s find out
Are You Missing Service BOM-Based Revenue? Here’s Why You Might Be For most Industrial OEMs, the real revenue isn’t just in selling the equipment — it’s in the aftermarket. Spare parts, services, upgrades, maintenance kits — these are recurring, high-margin opportunities. But most OEMs are leaving serious money on the
The Power of Data and Insights from the Installed Base: How OEMs Unlock Value and Growth
For original equipment manufacturers (OEMs), the installed base is no longer just a static record of deployed assets. It is now a dynamic source of actionable intelligence that powers operational excellence and revenue growth. By adopting advanced analytics, IoT, and machine learning, OEMs can transform installed base data into a
Financial Advantages of Leveraging the Installed Base: A Practical Guide for OEMs
For original equipment manufacturers (OEMs), the installed base is more than a record of equipment in the field – it’s a critical driver of ongoing business value. As markets for new equipment fluctuate and competition intensifies, leading manufacturers are shifting their focus to the financial advantages of installed base management. By
A Recall That Built Trust with Our Most Demanding Customers
This blog post presents a first-hand experience from Sam Klaidman (Principal Adviser, Middlesex Consulting), who served as Vice President of Service in the late 1980s. In this narrative, Klaidman shares his account of a significant product recall involving some of the company’s most demanding customers, including major financial institutions and
The CRM Paradox: Why Your New ERP/CRM Fails to Deliver a True Installed Base View
You have invested substantially in modernizing your core enterprise systems. Whether it’s a multi-million-dollar ERP overhaul or the global rollout of a new CRM and Field Service platform, the promise is the same: a holistic view of the customer and your assets. Yet, when Service or Aftermarket leaders ask one
OEM Aftermarket CRM: Why Standard CRMs Fall Short for Parts
TL;DR: Standard OEM aftermarket CRM systems track customer contacts and sales pipelines, but they weren’t designed to manage complex equipment assets across their lifecycle. For OEMs generating 40-70% of revenue from aftermarket parts and services, this gap means missed cross-sell opportunities, reactive service delivery, and invisible revenue potential sitting in
The Executive Visibility Gap: Why Industrial OEM Leaders Can’t See Their Installed Base
What Is the Executive Visibility Gap in Manufacturing? Most industrial OEMs have real-time visibility into their sales pipeline—but almost none into their installed base. This “Executive Visibility Gap” has become one of the most overlooked challenges in modern manufacturing. Leaders can track every opportunity, forecast, and quarterly target, yet remain
From Deal Thesis to EBITDA Reality: Why PE-Backed OEMs Must Fix Their Aftermarket Execution
When private equity firms acquire industrial OEMs, the investment thesis looks bulletproof: unlock recurring revenue from the installed base, expand aftermarket margins, and drive sustainable EBITDA growth. It’s compelling on paper. Six months post-close, though, operating partners face a different story—the aftermarket engine promised during diligence is still idling in
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The CRM Paradox: Why Your New ERP/CRM Fails to Deliver a True Installed Base View
You have invested substantially in modernizing your core enterprise systems. Whether it’s a multi-million-dollar ERP overhaul or the global rollout of a new CRM and Field Service platform, the promise is the same: a holistic view of the customer and your assets. Yet, when Service or Aftermarket leaders ask one
OEM Aftermarket CRM: Why Standard CRMs Fall Short for Parts
TL;DR: Standard OEM aftermarket CRM systems track customer contacts and sales pipelines, but they weren’t designed to manage complex equipment assets across their lifecycle. For OEMs generating 40-70% of revenue from aftermarket parts and services, this gap means missed cross-sell opportunities, reactive service delivery, and invisible revenue potential sitting in
The Executive Visibility Gap: Why Industrial OEM Leaders Can’t See Their Installed Base
What Is the Executive Visibility Gap in Manufacturing? Most industrial OEMs have real-time visibility into their sales pipeline—but almost none into their installed base. This “Executive Visibility Gap” has become one of the most overlooked challenges in modern manufacturing. Leaders can track every opportunity, forecast, and quarterly target, yet remain
From Deal Thesis to EBITDA Reality: Why PE-Backed OEMs Must Fix Their Aftermarket Execution
When private equity firms acquire industrial OEMs, the investment thesis looks bulletproof: unlock recurring revenue from the installed base, expand aftermarket margins, and drive sustainable EBITDA growth. It’s compelling on paper. Six months post-close, though, operating partners face a different story—the aftermarket engine promised during diligence is still idling in
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