Blogs - Entytle

OEMs need an Aftermarket CRM.

Rob Bradenham
November 1, 2022
Over the past 8 years, Entytle has had a front-row seat in observing and participating in the Industrial world’s highest margin yet mostly underinvested business: Aftermarket and Service. Specifically, we’ve partnered with dozens of equipment manufacturers (OEMs) in enabling them to drive proactive aftermarket sales. And while our position has

Dispatch from the IndustryNext Conference Oct’22

Rob Bradenham
October 26, 2022
Last week (20 Oct), we had the privilege of hosting the 2022 IndustryNext Anniversary Event focused on “Leading through Uncertainty”. We had a fantastic event, with participants representing $250B+ in revenue across multiple equipment manufacturing verticals. We were fortunate to have a truly all-star line-up of 5 world-class leaders from

Who are the owners of the assets of the Installed Base of a B2B Industrial OEM?

Ron Giuntini
October 14, 2022
There is often much discussion regarding the end-users’ demand for products and services that can be mined by a B2B OEM from its Installed Base [IB], but there is little discussion of the requirements of the various owners of the IB. Here’s a timely post by Ron Giuntini recreated from

Will parts and services be delivered by flying service reps?

Shraddha Patil
October 13, 2022
We have all heard of drone delivery companies like Wing, Amazon prime air, UPS Flight Forward, Flytrex, and Wingcopter, which have transformed the current delivery system. These drones are helping us in delivering small packages directly to customers without much human interaction. UPDATE: The video of flying delivery man

5 Reasons Your Installed Base Data Project Could Fail

Manojaditya Nadar
October 11, 2022
Read more about 5 Reasons Your Installed Base Data Project Could Fail

Are industrials getting the most out of their salesforce?

Brandon Rotell
October 7, 2022
Yesterday when speaking with prospects I received a very common objection: “We currently use Salesforce as our primary CRM. I can’t see the value in adding another tool.” As an SDR, having an understanding of Entytle’s capabilities and how it compares/interacts with all of the other common tools in the

Life doesn’t stop for an ERP migration and neither should your Installed Base strategy!

JW Simmons
October 7, 2022
This week I had a call with a prospect who gave me a common rejection I hear all the time. It comes in many shapes and forms but usually sounds something like: “I appreciate the call, but we’re currently stuck in an ERP migration and are desperately trying to make

Focusing on the few at the expense of the many

Vivek Joshi
December 11, 2023
It is accepted wisdom that only a small portion of an Original Equipment Manufacturer’s installed base accounts for a large percentage of aftermarket sales or profit or growth or whatever else your favorite metric may be. It’s the famed Pareto principle or 80/20 rule at work !! Companies large and

Identifying Segmentation Criteria for Customer Segmentation in the Aftermarket Industry

Sahil Monga
December 8, 2023
Customer segmentation is a crucial strategy in the aftermarket industry, where businesses provide support, maintenance, and replacement parts for equipment and machinery that customers have already purchased. Effectively segmenting customers based on their installed base data allows companies to offer more customer-aligned aftermarket services, optimize inventory management, and enhance customer

Data interns running your Installed Base project?

Shiuli Das
November 29, 2023
The Industrial Installed Base Data needs a lot of attention in terms of frequent updates, fixing missing data, data duplication, getting rid of data silos, and so on. Many industrials often appoint interns to fix their Installed Base Data, but have you ever wondered how this goes? An internship program

The Silent Drain on Your Profits Wallet Share Leaking? – Part 2

Lalit Bhatt
November 29, 2023
In part 1, we looked in detail at what it means by wallet share leaking and how organizations are leaving a lot of money with high margins on the table by not harnessing their wallet share or entitlement in an institutionalized way. We also touched upon the fact that in