When and How to Invest in Installed Base Intelligence for OEM Aftermarket Success

In the world of OEMs, aftermarket services hold enormous revenue potential, but unlocking this value requires a clear strategy for managing installed base data. Here’s a guide on when and how to invest in installed base intelligence to drive aftermarket success and strengthen customer loyalty.

Steps to Build a Winning Installed Base Strategy

To create a successful installed base program, OEMs must follow a strategic approach that aligns with their goals, team capabilities, and long-term objectives. Below are essential steps for OEMs to effectively manage their installed base intelligence and drive sustainable growth.

1. Define Revenue and Profit Goals for Your Installed Base

The foundation of any successful installed base strategy starts with setting clear revenue and profit objectives. Knowing exactly what you aim to achieve allows you to focus on high-impact areas and ensures alignment across departments.

• Set Clear Financial Targets: Define specific revenue and profit goals for your installed base. This clarity will help prioritize resources and target areas with the highest potential impact.
• Identify Beneficiaries: Determine which customers or segments will benefit most from your installed base data insights. This focus will drive a more targeted and effective strategy.

Having clear goals allows your team to stay focused, prioritize effectively, and build a solid business case for investing in installed base intelligence.

2. Align Goals with Your Organization’s Maturity Level

OEMs vary widely in their readiness to implement installed base intelligence. Tailor your approach to match your organization’s current capabilities for a more sustainable path to growth.

• Assess Maturity Levels: Understand your organization’s maturity level in terms of processes, data, and available resources.
• Set Realistic Goals: Align your goals with your organization’s current state. For example, if your team is new to data management, start with simpler objectives before scaling up.
• Scale with Experience: As your organization matures, gradually invest in more advanced tools and processes to keep pace with your growing capabilities.

Aligning goals with maturity prevents over-extension and builds a solid foundation for scaling installed base intelligence over time.

3. Prioritize People, Process, and Then Tools

For an effective installed base strategy, the order matters: people first, process second, and tools last. This sequence ensures a sustainable approach to data management and utilization.

• Build a Skilled Team: Invest in training your team to handle and leverage installed base data. Empowered people are essential to making the most of the strategy.
• Establish Clear Processes: Develop workflows that support your revenue and profit goals, guiding your team on how to manage and utilize data.
• Invest in Tools Last: Only once you have a capable team and clear processes should you consider technology investments. Tools are most effective when they fit within a system that’s already working.

Starting with people and process before tools ensures you’re maximizing your investments and ready to fully leverage the technology when the time comes.

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4. Start Small: Test with Pilot Projects

Rather than going all-in from the start, OEMs should begin with small, focused experiments that allow for quick learning and adaptation.

• Run Pilot Projects: Start with small-scale initiatives to test core use cases, validate data needs, and learn from real-world application.
• Gather Early Wins: Small projects help demonstrate quick wins and provide insights that can guide larger-scale investments.
• Build a Business Case: Successful pilot projects create a strong foundation for a broader investment, showing the tangible value of installed base intelligence.

Starting small reduces risk, builds momentum, and helps gain support across the organization as you expand your program.

5. Opt for Purpose-Built Tools Over DIY Solutions

While DIY solutions might seem appealing, installed base intelligence often requires data from across functions (e.g., sales, service, engineering), making custom solutions hard to scale.

• Avoid DIY Limitations: DIY solutions can struggle to consolidate diverse data sources and may fall short in scaling.
• Use Third-Party Tools: Purpose-built tools streamline data management, leveraging best practices for scalability and integration across departments.
• Ensure Data Reliability: Professionally developed tools are designed to support complex data needs and ensure data accuracy and consistency.

Purpose-built tools not only simplify the data process but also ensure that insights are accurate and actionable, supporting long-term scalability.

6. Scale Strategically with a “Rolling Thunder” Approach

Once your initial approach is validated, expand gradually to maintain control and ensure sustainable growth.

• Scale in Phases: Roll out your installed base program by adding new territories, teams, or product lines incrementally.
• Learn and Adjust: Use each expansion phase to gather insights and refine your approach, creating a stronger foundation as you grow.
• Expand Impact: Scaling incrementally enables your team to adapt and ensures that each phase of growth builds on the previous one.

A “rolling thunder” approach allows you to scale efficiently while learning from each stage of the process, helping to ensure the long-term success of your installed base program.

Why Entytle Is the Right Partner for Your Installed Base Strategy

Many of the challenges in managing installed base intelligence can be addressed with the right tools and support. Entytle offers solutions tailored for OEMs looking to maximize the value of their installed base.

• Unified Data Platform: Entytle consolidates your installed base data from across systems, enabling better market visibility and data-driven decisions.
• Streamlined Data Analysis: Analyze customer needs and market trends more effectively to create tailored offers and meet customer demands.
• Enhanced Customer Engagement: Entytle supports continuous customer engagement, helping you maintain effective communication and driving long-term contract renewals.

With Entytle, OEMs can overcome data fragmentation and optimize their installed base strategy to unlock new revenue streams and strengthen customer relationships.

Conclusion: Building a Scalable Installed Base Strategy

Investing in installed base intelligence is a smart move for OEMs aiming to grow their aftermarket revenue. By setting clear goals, aligning with organizational maturity, prioritizing people and processes, and choosing scalable tools, you can unlock the full potential of your installed base. Starting small, seeking expert solutions, and scaling gradually will ensure a successful, impactful program that drives growth and builds stronger customer relationships well into the future. For more insights and success stories, watch our latest webinar and explore our Aftermarket Podcast for in-depth discussions and expert advice.