If you look at your ERP right now, I can almost guarantee what you’ll find: a list of thousands of “Sold-To” addresses. You see the name of the contractor who bought the machine in 1995, or the procurement hub that processed the PO five years ago. Maybe a distributor in Houston. Maybe a project integrator […]
Installed Base Visibility: Where Is Your Equipment, Really? Read More »
For Industrial Original Equipment Manufacturers (OEMs), the installed base is the definitive engine of profitability. The equipment already deployed in the field is expected to generate two to three times its initial purchase price in highly profitable aftermarket revenue, and more than 70% of future new equipment sales will originate from this existing customer pool.
The AI Churn Index: Spotting High-Risk customers before they buy from the competition Read More »
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 crucial question – “What exact
The CRM Paradox: Why Your New ERP/CRM Fails to Deliver a True Installed Base View Read More »
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 your installed base. The solution
OEM Aftermarket CRM: Why Standard CRMs Fall Short for Parts Read More »
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 blind to what’s happening across
The Executive Visibility Gap: Why Industrial OEM Leaders Can’t See Their Installed Base Read More »
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 neutral. The gap between deal
Something felt different at PackExpo 2025. The energy was there demos running, conversations flowing but underneath the optimism, a pattern kept emerging in conversations with OEM leaders across the show floor. As Entytle’s CEO Vivek Joshi noted in his own reflections from PackExpo, the tone this year was noticeably pragmatic. The industrial slowdown has hit
6 PackExpo 2025 Observations That Define the Future of Manufacturing Read More »
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