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
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.
The Aftermarket is too important to be left to Aftermarketers Read More »
After years of focusing on supply chain and operational initiatives, OEMs are now turning their sights to aftermarket growth. This shift is a welcome change as tending to existing customers’ needs is critical for a healthy growth strategy for any company. It is also not a surprise since service and aftermarket revenue is much more
4 Best Practices to Drive Double-Digit OEM Growth in 2022 Read More »
We are back with the 3rd installment of the 3 part “Build vs. Buy” series focused on Installed Base Management solution. In case you have missed the previous installments, you can find them here: Part 1: Should Industrial OEMs Buy or Build an Installed Base Management Solution? Part 2: Build vs. Buy and the Time
Installed Base Management Solution: Build vs Buy – Part 3/3 Read More »
As Sales Leaders prepare to receive their new targets, understanding what “levers you can pull” as areas of focus are key to hitting this target. Where are you going to extract the growth from? Market Growth? Grabbing Market Share? As those thoughts are pondered, an area of focus close to the sales leader is to
Driving Sales Force Effectiveness Read More »
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