Ok, hopefully, that headline got your attention! But hear me out, and when I’m done, I think you will agree with my characterization of this important business process. First, let’s get our definitions aligned: Installed Base = customers who have bought machines from you and buy parts, consumables, service, replacement units, upgrades, and modifications, etc […]
Why Installed Base prospecting is broken for OEMs Read More »
After a long 18 months of COVID “work from home”, I finally started “getting on the road” to meet with customers, prospects, and others in the broader Industrial OEM ecosystem to re-establish connections, relationships and cultivate new business. During these meetings with 20 odd companies and 40-50 business leaders, I was struck by the seeming
Industrial OEMs are in for a world of hurt Read More »
The statistics are loud and clear – it’s much easier to retain existing customers than to bring on board new ones. Given the overwhelming evidence in this regard and the fact that most industrial OEMs have a mix of direct and indirect sales channels, it is vitally important that OEMs have visibility into their installed
Ok, so perhaps the title is a bit harsh. But we have all seen firsthand too many industrial manufacturers do not achieve their digital transformation objectives for multiple reasons. The experts at Bain, BCG, and McKinsey report that 70-90% of digital transformations stall or fail, with consistent reasons of unclear strategy & objectives, resource or
Industrial Manufacturers should not embark on a digital transformation… Read More »
TL;DR Best practice sharing and lessons learned has always been a mechanism used by OEM leaders As we built Entytle, our customers and prospects kept asking us about forums/events/groups where they could trade notes, ideas and learn from one another As we looked around we could not find anything that fit their needs So we
Why we started IndustryNext – A community for OEM Leaders Read More »
TL;DR Every customer matters, not just your top ones Today’s customer expects to be served in a personalized way The dichotomy of being able to personalize experience WHILE being able to do so at scale is difficult Other industries have shown it is possible with data & analytics The OEMs that achieve this goal will
Personalization at Scale: The New Game for Industrial OEMs Read More »
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 »
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