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 »
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
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 »
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