### [Why Installed Base prospecting is broken for OEMs](/content/why-installed-base-prospecting-is-broken-for-oems/index.html)

Vivek Joshi  
December 9, 2021

Ok, hopefully, that headline got your attention!  But hear me out, and when I’m done, I think you will agree with my characterization of this important business process. First, let’s get our definitions aligned: Installed Base = customers who have bought machines from you and buy parts, consumables, service, replacement

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### [Industrial OEMs are in for a world of hurt](/content/industrial-oems-are-in-for-a-world-of-hurt/index.html)

Vivek Joshi  
December 6, 2021

After a long 18 months of COVID “work from home”, I finally started “getting on the road” to meet with customers, prospects, and others in the broader Industrial OEM ecosystem to re-establish connections, relationships and cultivate new business. During these meetings with 20 odd companies and 40-50 business leaders, I

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### [Industrials- Are you holding back your channel partners from better serving your Installed Base?](/content/industrials-are-you-holding-back-your-channel-partners-from-better-serving-your-installed-base/index.html)

ilango.annamalai@entytle.com  
October 29, 2021

The statistics are loud and clear – it’s much easier to retain existing customers than to bring on board new ones. Given the overwhelming evidence in this regard and the fact that most industrial OEMs have a mix of direct and indirect sales channels, it is vitally important that OEMs

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### [Industrial Manufacturers should not embark on a digital transformation…](/content/industrial-manufacturers-should-not-embark-on-a-digital-transformation/index.html)

Rob Bradenham  
October 20, 2021

Ok, so perhaps the title is a bit harsh. But we have all seen firsthand too many industrial manufacturers do not achieve their digital transformation objectives for multiple reasons. The experts at Bain, BCG, and McKinsey report that 70-90% of digital transformations stall or fail, with consistent reasons of unclear

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