Blogs - Entytle

BLOGS

Best practices and strategic insights from the OEM industry experts.

Making Installed Base Selling Real

Vivek Joshi
August 19, 2020

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

How Industrial OEMs can deal with excess inventory?

Tom Sturdivant
June 11, 2020

“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

Here are Industrial OEM priorities for 2020

Vivek Joshi
May 21, 2020

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

Predicting market shifts – where is industrial OEM headed next?

Vivek Joshi
May 12, 2020

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