BLOGS
3 predictions for 2022 for equipment manufacturers
TL;DR World has changed a lot in the last 21 months, and winners and losers have emerged from this crisis While some of these changes were in response to the pandemic, many of them will stick, e.g. hybrid work, less business travel, rapid adoption of e-commerce, etc But the workplace
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 process. First, let’s get our definitions aligned: Installed Base = customers who have bought machines from you and buy parts, consumables, service, replacement
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 OEM ecosystem to re-establish connections, relationships and cultivate new business. During these meetings with 20 odd companies and 40-50 business leaders, I
Industrials- Are you holding back your channel partners from better serving your Installed Base?
The statistics are loud and clear – it’s much easier to retain existing customers than to bring on board new ones. Given the overwhelming evidence in this regard and the fact that most industrial OEMs have a mix of direct and indirect sales channels, it is vitally important that OEMs
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3 predictions for 2022 for equipment manufacturers
TL;DR World has changed a lot in the last 21 months, and winners and losers have emerged from this crisis While some of these changes were in response to the pandemic, many of them will stick, e.g. hybrid work, less business travel, rapid adoption of e-commerce, etc But the workplace
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 process. First, let’s get our definitions aligned: Installed Base = customers who have bought machines from you and buy parts, consumables, service, replacement
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 OEM ecosystem to re-establish connections, relationships and cultivate new business. During these meetings with 20 odd companies and 40-50 business leaders, I
Industrials- Are you holding back your channel partners from better serving your Installed Base?
The statistics are loud and clear – it’s much easier to retain existing customers than to bring on board new ones. Given the overwhelming evidence in this regard and the fact that most industrial OEMs have a mix of direct and indirect sales channels, it is vitally important that OEMs
“Get our bi-monthly blog digest! Sign up now to receive it in your email inbox!
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