Blogs

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 […]

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

I know, I know…this sounds like clickbait. Maybe it was if it made you read this post, so hear me out. After 25+ years of being in and around the Industrial OEM world, I had been reluctant to acknowledge what executives and others have told me for years: Aftermarket is an afterthought in most companies.