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 […]
Making Installed Base Selling Real Read More »
“Hey Tom, do you have any campaign ideas on excess inventory? With the slowdown all around, I thought it might be a good idea to check with you, given the year-long inventory campaigns you run for a customer of yours. Think you could help?” This was the note that I received one exceptionally bright morning
How Industrial OEMs can deal with excess inventory? Read More »
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.
Here are Industrial OEM priorities for 2020 Read More »
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
Predicting market shifts – where is industrial OEM headed next? Read More »
One of the advantages of witnessing the last recession & the numerous economic swings in the previous 2 decades has been that I can quickly fall back on what worked, and what did not & predict in my own ways what would happen next. I’ve had more time in the last couple of weeks to
Where will my company’s post-COVID19 sales come from? Read More »
This past seven days, many folks I spoke to in the Industrial OEM space have settled down into the new normal. I am glad to share that there is a greater sense of resilience & a determination to fight this out now than what I noticed a few weeks back. Of course, job cuts &
Industrial OEMs – Used equipment market is just around the corner Read More »
First the good news – as Industrial OEMs, you have an unfair advantage compared to most other businesses because you have long-lived products that create recurring interactions for years if not decades with your customers. And each of these interactions not only creates an opportunity to proactively or reactively impact your relationship with the customer but
Industrial OEMs need an Installed Base Platform now more than ever… Read More »
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