In a resource-constrained environment, Pareto’s 80/20 rule made all the sense in the world. When you have to make choices, tradeoffs, etc – a framework that allows you to decide what to focus on is an important tool in managing outcomes and success. But with modern technologies that simplify prioritization and decision workflows, 80/20 is […]
Did Artificial Intelligence kill Pareto’s 80/20 Rule? Read More »
A few weeks ago, I suggested that industrial OEMs should create a new role, that of a Chief Installed Base Officer (CIBO). Based on the comments and reactions, I clearly hit a nerve, and the reactions were interesting in their affirmation of the need for this role. This leads to the following obvious questions: 1.What
Chief Installed Base Officer – how does an OEM go about organizing for this key role? Read More »
I want you to open up the contact list on your phone, and see how many are in there. Of those hundreds of contacts, how many do you actually need today? Are they all saved under their correct names? Are you confident, all of them are active and up-to-date? I looked at my contact list
The ultimate guide to fixing Industrial Data Quality – This works every time!! Read More »
I want you to open up the contact list on your phone, and see how many are in there. Of those hundreds of contacts, how many do you actually need today? Are they all saved under their correct names? Are you confident, all of them are active and up-to-date? I looked at my contact list
The ultimate guide to fixing Industrial Data Quality – This works every time!! Read More »
So you want to become data-driven in your sales and marketing strategy, and you’re super excited about the way data will help you significantly improve your business? Well yes, it is great to be excited, but do you really know how bad your Installed Base data is? Let’s start with some simple questions: Do you
Do you know how bad your Installed Base data is? Read More »
A couple of weeks ago I posted what I thought was a provocative article suggesting that the Aftermarket a.k.a Installed Base is too important to leave in the hands of the Aftermarket team. It turns out that it wasn’t such a controversial point of view, with most of the respondents agreeing with me! My point
The case for a Chief Installed Base Officer Read More »
TL;DR Maslow’s hierarchy of needs is a good framework for understanding how companies think Providing “food shelter water” is critical before satisfying higher levels of needs The high visibility projects of digitization (IoT, Servitization, sophisticated eCommerce, etc) are definitely in the upper tier of needs I have a feeling that this analogy is going to
