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data-driven selling

From Data Gurus to Change Champions: Data-driven selling by Customers on the Rise

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Last week, with our CEO, Vivek Joshi, I visited some of our prospects and customers.  It is always nice to match faces with voices. Despite all the advancements in digital communications, we are still far from replacing it with face-to-face interactions. The discussions were interlaced with technical topics with personal preferences and local happenings. It […]

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Why Developing an Aftermarket Revenue Stream Deserves Your Focus

Why Developing an Aftermarket Revenue Stream Deserves Your Focus in 2024: ‘Navigating Economic Challenges with Strategic Solutions’

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As we step into 2024, businesses are facing a unique set of economic challenges. While inflation has shown a slight decrease, federal rates continue to remain high. This scenario compels companies to explore new revenue streams. One such promising avenue is the aftermarket. Let’s dive into why prioritizing your aftermarket strategy could be your best

Why Developing an Aftermarket Revenue Stream Deserves Your Focus in 2024: ‘Navigating Economic Challenges with Strategic Solutions’ Read More »

Cost of DIY Installed Base Selling Solution – $12 Million and Counting

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This is an adaptation of many stories that we have seen in real life. Names and numbers are fictional and any resemblance is purely coincidental.  It’s a rather warm day, unusually warm for the time of the year. Andy, CEO of MoonSun Enterprises, a $2B machine tool conglomerate, peers at the annual results on his

Cost of DIY Installed Base Selling Solution – $12 Million and Counting Read More »

Revolutionizing Industrial Aftermarket: The Power of Predictive Maintenance for Industrial OEMs

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As one of the decision-makers of an Industrial Original Equipment Manufacturer (OEM) facility, you understand that every minute counts. Downtime is not just an inconvenience – it is a costly nightmare.  What if your machines give you a heads-up before throwing a wrench in your finely-tuned operation? Sounds too good to be true? Enter predictive

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Installed Base Intelligence is invaluable for OEMs

Installed Base Intelligence is invaluable for OEMs in the aftermarket to substitute for Tribal Knowledge

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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

Installed Base Intelligence is invaluable for OEMs in the aftermarket to substitute for Tribal Knowledge Read More »

Industrial prospects’ dilemma and Installed Base

Your prospects’ dilemma – How do they make a case when there’s no viable competitor?

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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 »

Industrial Equipment

Strategies for Effectively Handling End User Transitions for Your Industrial Equipment

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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 »

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