### [Why Sales Force Effectiveness Eludes Industrial OEMs (And What to Do About It)](/content/sales-force-effectiveness/index.html)

Nikhil Dudhawat  
March 22, 2024

For industrial OEMs, achieving true sales force effectiveness for aftermarket services teams is an uphill battle. Despite 71% of industrials talking positively about aftermarket services, most manufacturers struggle to efficiently identify and capture this lucrative opportunity. The root cause? Disconnected Installed Base data spread across multiple source systems in different

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### [Maximizing Your Share of Wallet: A Key to Long-Term Success](/content/maximizing-your-share-of-wallet/index.html)

Sanjay Manchanda  
March 14, 2024

Understanding share of wallet isn’t just about boosting short-term sales; it’s the cornerstone of your business’s sustainability and growth. But while everyone acknowledges increasing the wallet share is crucial for manufacturers, assessing it is non-trivial. What are the blockers and how can you navigate the complexities to leverage this opportunity

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### [The value of your Installed Base is the value of your business](/content/the-value-of-your-installed-base-is-the-value-of-your-business/index.html)

Vivek Joshi  
March 12, 2024

An OEM’s Installed Base is its most valuable asset. It has been built over a long time (20+ years) and typically has tens of thousands of machines owned by thousands of customers at thousands of unique locations around the world. These machines get used in harsh environments and require ongoing

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### [Data-Driven Aftermarket Sales: From Reactive to Proactive](/content/data-driven-aftermarket-sales/index.html)

Sanjay Manchanda  
March 6, 2024

Data-driven aftermarket sales involve more than just collecting customer information; it’s about intelligently analyzing the data to uncover insights that drive sales productivity and profitable growth. One of the primary benefits of a data-driven strategy is the ability to identify and act on sales opportunities with precision. This not only

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### [Four Reasons PE-owned Industrials Should Focus on Aftermarket Business](/content/pe-owned-industrials-should-focus-on-aftermarket-business/index.html)

Ravi Srivastava  
March 5, 2024

As the Chief Business Development Officer for Entytle, I’ve spoken to a lot of Industrial companies. Like most healthy businesses, their leadership teams are focused on developing great products, taking care of their customers, managing costs, growing a talented and motivated workforce, and balancing short vs. long-term priorities. Many of

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### [Maximizing Industrial Business Potential: The Strategic Impact of Visualizing Your Installed Base](/content/impact-of-visualizing-your-installed-base/index.html)

Lalit Bhatt  
February 29, 2024

In the world of Industrial OEMs, staying ahead requires adapting to changes and uncovering hidden opportunities. One innovative approach gaining momentum is visualizing the installed base over a map, a practice that goes beyond the ordinary and brings about a transformative impact. This method isn’t just about tracking locations; it’s

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### [Aftermarket Support and Maintenance for Human-AI Collaboration Platforms](/content/aftermarket-support-and-maintenance/index.html)

Shiuli Das  
February 26, 2024

In the fast-evolving landscape of artificial intelligence (AI), the synergy between humans and AI has become a pivotal force driving innovation and productivity. Human-AI collaboration platforms have emerged as powerful tools, seamlessly integrating the strengths of both entities to tackle complex tasks and enhance decision-making processes. However, the true potential

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### [How Automating Aftermarket Sales Can Unlock Revenue for Industrial OEMs](/content/automating-aftermarket-sales-revenue-growth/index.html)

Colin Palmer  
September 25, 2024

In the industrial Original Equipment Manufacturer (OEM) landscape, aftermarket opportunities present a lucrative revenue stream. Yet, many OEMs struggle to fully tap into this potential for various reasons: data quality, fragmented and siloed data systems, change management, and cumbersome workflows. With today’s modern technology, automating aftermarket sales is within grasp

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### [Installed Base Data Filtering with Map/List View: Visualize and Strategize Your Next Steps](/content/installed-base-data-filtering/index.html)

Nikhil Dudhawat  
September 18, 2024

For industrial OEMs, staying competitive goes beyond just manufacturing high-quality machinery—it requires staying connected to your Installed Base Data and responding to customers’ needs. For industrial OEMs, the aftermarket is a vital source of profitability, often exceeding margins on new equipment sales. The key to unlocking this potential lies in

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### [Trends in Machinery Manufacturing – Industrial Round up September 2024](/content/machinery-manufacturing-industry-trends-september-2024-insights/index.html)

Shashank Parab  
September 10, 2024

The industrial machinery sector remains resilient amidst a turbulent global economy. Recent reports highlight significant global stock market downturns, including substantial U.S. stock market declines and a major drop in Japan’s Nikkei index. These developments reflect broader concerns about economic stability and potential recessions. Recent economic data shows that the

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### [Maximizing Revenue with Service Contracts for OEMs](/content/maximizing-revenue-service-contracts/index.html)

Shashank Parab  
August 30, 2024

Maximizing Revenue with Service Contracts for Industrial OEMs: Essential Strategies Service contracts for industrial OEMs offer a powerful tool, providing not only a steady revenue stream but also stronger customer relationships. Many companies struggle to fully leverage this potential due to common pitfalls and a lack of strategic focus. This

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