Blogs - Entytle

Manufacturing CRM Isn’t Built for the Industrial Aftermarket

Nikhil Dudhawat
April 27, 2026

A new study commissioned by ServiceNow reveals what aftermarket leaders have known for years – the enterprise software stack is failing manufacturers where it matters most: post-sale. Key Takeaways A December 2025 study by Endeavor Business Intelligence, commissioned by ServiceNow and published via IndustryWeek, surveyed over 200 manufacturing executives at

The 30–60% Installed Base Revenue Opportunity is sitting untouched

Nikhil Dudhawat
April 13, 2026

Every equipment OEM has two businesses. The one it actively manages – new equipment sales – and the one it mostly ignores: the installed base it spent decades building. That second business is where the real money is. And most OEMs are leaving it on the table. The Gap Between

Installed Base Visibility: Where Is Your Equipment, Really?

Nikhil Dudhawat
March 11, 2026

If you look at your ERP right now, I can almost guarantee what you’ll find: a list of thousands of “Sold-To” addresses. You see the name of the contractor who bought the machine in 1995, or the procurement hub that processed the PO five years ago. Maybe a distributor in

The AI Churn Index: Spotting High-Risk customers before they buy from the competition

Nikhil Dudhawat
December 29, 2025

For Industrial Original Equipment Manufacturers (OEMs), the installed base is the definitive engine of profitability. The equipment already deployed in the field is expected to generate two to three times its initial purchase price in highly profitable aftermarket revenue, and more than 70% of future new equipment sales will originate

The CRM Paradox: Why Your New ERP/CRM Fails to Deliver a True Installed Base View

Nikhil Dudhawat
December 11, 2025

You have invested substantially in modernizing your core enterprise systems. Whether it’s a multi-million-dollar ERP overhaul or the global rollout of a new CRM and Field Service platform, the promise is the same: a holistic view of the customer and your assets. Yet, when Service or Aftermarket leaders ask one

OEM Aftermarket CRM: Why Standard CRMs Fall Short for Parts

Tahseen Ahmad
November 3, 2025

TL;DR: Standard OEM aftermarket CRM systems track customer contacts and sales pipelines, but they weren’t designed to manage complex equipment assets across their lifecycle. For OEMs generating 40-70% of revenue from aftermarket parts and services, this gap means missed cross-sell opportunities, reactive service delivery, and invisible revenue potential sitting in

The Executive Visibility Gap: Why Industrial OEM Leaders Can’t See Their Installed Base

Tahseen Ahmad
October 28, 2025

What Is the Executive Visibility Gap in Manufacturing? Most industrial OEMs have real-time visibility into their sales pipeline—but almost none into their installed base. This “Executive Visibility Gap” has become one of the most overlooked challenges in modern manufacturing. Leaders can track every opportunity, forecast, and quarterly target, yet remain

Customer Retention in Manufacturing: Why OEMs Lose Accounts (and How to Stop It)

Nikhil Dudhawat
May 14, 2026

Customer churn in manufacturing is the gradual loss of existing accounts through declining purchasing activity, lapsed service contracts, and eventual competitive displacement – typically without a single formal cancellation event. Unlike SaaS or consumer businesses, where churn is a measurable subscription metric, industrial customer churn is a slow fade that

Aftermarket Parts Strategy Playbook for Industrial OEMs

Nikhil Dudhawat
May 11, 2026

An aftermarket parts strategy is how an industrial OEM systematically identifies, prices, and sells replacement parts and components into its existing customer base – moving beyond reactive order-taking to proactive, data-driven revenue generation. Aftermarket parts strategies cover which accounts to target, what parts to offer, when to engage, and how

Installed Base Analytics: The OEM’s Most Underused Growth Lever

Nikhil Dudhawat
May 7, 2026

Installed base analytics is the practice of collecting, unifying, and analyzing data about every piece of equipment an OEM has manufactured, sold, and deployed, to identify revenue, service, and retention opportunities across the entire asset lifecycle. It transforms fragmented records scattered across ERP, CRM, field service, and spreadsheets into a