## [The two things that will make or break your data lake strategy](/content/the-two-things-that-will-make-or-break-your-data-lake-strategy/index.html)

Highlights

- Data is of no use if it does not come with a promise of quality
- Data needs both technical and semantic cleanup
- Semantic cleanup needs domain expertise

There is a trend among big industrial manufacturers to consolidate the data into data lakes. And that is a good move. This will enable organizations to harness [...]

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## [Data is the new oil but needs constant refining](/content/data-is-the-new-oil-but-needs-constant-refining/index.html)

Data is the new oil. Nothing new in that. Data is everywhere. Decisions based on data always give you an edge, again nothing new in that. But you might still be making completely wrong decisions based on your data. Is this caused by a problem with your interpretation or

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## [3 predictions for 2022 for equipment manufacturers](/content/3-predictions-for-2022-for-equipment-manufacturers/index.html)

TL;DR World has changed a lot in the last 21 months, and winners and losers have emerged from this crisis. While some of these changes were in response to the pandemic, many of them will stick, e.g. hybrid work, less business travel, rapid adoption of e-commerce, etc. But the workplace challenges caused by changing customers...

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

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 units, upgrades, and modifications, etc.

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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)

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 was struck by the seeming

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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)

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 have visibility into their installed [...]

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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)

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 strategy & objectives, resource or [...]

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