Installed Base Intelligence plays an important role for Original Equipment Manufacturers (OEMs) operating in the aftermarket. A significant observation has been the heavy reliance on a few senior Subject Matter Experts (SMEs) who are on the verge of retiring. While these experts possess invaluable knowledge, their departure could create bottlenecks and knowledge gaps. Installed Base […]
I was confronted by an interesting situation this past week. We are in a buying cycle with a prospect. He is building the business case to take us to the capex approval committee, and one question stumping him is: “Who is a valid commercial alternative to Entytle?” This is a mandatory sourcing question, and he
Your prospects’ dilemma – How do they make a case when there’s no viable competitor? Read More »
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 the transfer of equipment to
Strategies for Effectively Handling End User Transitions for Your Industrial Equipment Read More »
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 small use this as a
Focusing on the few at the expense of the many Read More »
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 satisfaction. Identifying the right segmentation
Identifying Segmentation Criteria for Customer Segmentation in the Aftermarket Industry Read More »
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 is a great way for
Data interns running your Installed Base project? Read More »
In part 1, we looked in detail at what it means by wallet share leaking and how organizations are leaving a lot of money with high margins on the table by not harnessing their wallet share or entitlement in an institutionalized way. We also touched upon the fact that in the world of AI by
The Silent Drain on Your Profits Wallet Share Leaking? – Part 2 Read More »
