BLOGS
Why do Industrials need a purpose-built Industrial CRM?
A common theme across most OEM sales teams is they are not properly equipped with the necessary tools to maximize customer interactions. Sales teams are tasked to navigate through several layers of data across multiple systems containing inconsistent data to construct a story about their customers. This occurs across all
OEMs need an Aftermarket CRM.
Over the past 8 years, Entytle has had a front-row seat in observing and participating in the Industrial world’s highest margin yet mostly underinvested business: Aftermarket and Service. Specifically, we’ve partnered with dozens of equipment manufacturers (OEMs) in enabling them to drive proactive aftermarket sales. And while our position has
Dispatch from the IndustryNext Conference Oct’22
Last week (20 Oct), we had the privilege of hosting the 2022 IndustryNext Anniversary Event focused on “Leading through Uncertainty”. We had a fantastic event, with participants representing $250B+ in revenue across multiple equipment manufacturing verticals. We were fortunate to have a truly all-star line-up of 5 world-class leaders from
Who are the owners of the assets of the Installed Base of a B2B Industrial OEM?
There is often much discussion regarding the end-users’ demand for products and services that can be mined by a B2B OEM from its Installed Base [IB], but there is little discussion of the requirements of the various owners of the IB. Here’s a timely post by Ron Giuntini recreated from
Will parts and services be delivered by flying service reps?
We have all heard of drone delivery companies like Wing, Amazon prime air, UPS Flight Forward, Flytrex, and Wingcopter, which have transformed the current delivery system. These drones are helping us in delivering small packages directly to customers without much human interaction. UPDATE: The video of flying delivery man
5 Reasons Your Installed Base Data Project Could Fail
Are industrials getting the most out of their salesforce?
Yesterday when speaking with prospects I received a very common objection: “We currently use Salesforce as our primary CRM. I can’t see the value in adding another tool.” As an SDR, having an understanding of Entytle’s capabilities and how it compares/interacts with all of the other common tools in the
Strategies for Effectively Handling End User Transitions for Your Industrial Equipment
Over the past few years, I’ve done many consulting engagements with OEMs to integrate their data from various source systems. One recurrent challenge that consistently arises is identifying the right end users for specific Industrial equipment. Several scenarios could lead to changes in the end user of Industrial equipment or
Focusing on the few at the expense of the many
It is accepted wisdom that only a small portion of an Original Equipment Manufacturer’s installed base accounts for a large percentage of aftermarket sales or profit or growth or whatever else your favorite metric may be. It’s the famed Pareto principle or 80/20 rule at work !! Companies large and
Identifying Segmentation Criteria for Customer Segmentation in the Aftermarket Industry
Customer segmentation is a crucial strategy in the aftermarket industry, where businesses provide support, maintenance, and replacement parts for equipment and machinery that customers have already purchased. Effectively segmenting customers based on their installed base data allows companies to offer more customer-aligned aftermarket services, optimize inventory management, and enhance customer
Data interns running your Installed Base project?
The Industrial Installed Base Data needs a lot of attention in terms of frequent updates, fixing missing data, data duplication, getting rid of data silos, and so on. Many industrials often appoint interns to fix their Installed Base Data, but have you ever wondered how this goes? An internship program
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Strategies for Effectively Handling End User Transitions for Your Industrial Equipment
Over the past few years, I’ve done many consulting engagements with OEMs to integrate their data from various source systems. One recurrent challenge that consistently arises is identifying the right end users for specific Industrial equipment. Several scenarios could lead to changes in the end user of Industrial equipment or
Focusing on the few at the expense of the many
It is accepted wisdom that only a small portion of an Original Equipment Manufacturer’s installed base accounts for a large percentage of aftermarket sales or profit or growth or whatever else your favorite metric may be. It’s the famed Pareto principle or 80/20 rule at work !! Companies large and
Identifying Segmentation Criteria for Customer Segmentation in the Aftermarket Industry
Customer segmentation is a crucial strategy in the aftermarket industry, where businesses provide support, maintenance, and replacement parts for equipment and machinery that customers have already purchased. Effectively segmenting customers based on their installed base data allows companies to offer more customer-aligned aftermarket services, optimize inventory management, and enhance customer
Data interns running your Installed Base project?
The Industrial Installed Base Data needs a lot of attention in terms of frequent updates, fixing missing data, data duplication, getting rid of data silos, and so on. Many industrials often appoint interns to fix their Installed Base Data, but have you ever wondered how this goes? An internship program
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