Blogs

I recently had an opportunity to read a new book on the topic of Installed Base selling by Remi Gicquel and Paul Andre Lambert. “Using Installed Base Selling to Maximize Revenue: A Step-by-Step Approach to Achieving Long-Term Profitable Growth”. And it is one of the few books on the topic by practitioners, with both authors

What do four years feel like to you today? I am almost certain they feel like an eternity given what’s happening around us. A BCG report that came out this last week caught my attention & it perfectly sums up the sea change in priorities across the industrial OEM landscape through the last four years.

TL;DR ●      Markets are shifting like quicksand under the feet of OEMs; broad segments are going to be reshaped and redefined because of COVID19 driven changes. ●     Customer behaviour is changing at warp speed; specifically remote, distributed workforces on supplier and customer sides will drive the need for new interaction processes. ●     Buying habits will change dramatically across