Blogs Archives - Page 34 of 37 - Entytle
Blogs
The case for a Chief Installed Base Officer
A couple of weeks ago I posted what I thought was a provocative article suggesting that the Aftermarket a.k.a Installed Base is too important to leave in the hands of the Aftermarket team. It turns out that it wasn’t such a controversial point of view, with most of the respondents agreeing with me! My point
What Does Maslow’s Hierarchy of Needs have to do with Industrial OEMs, Digitization of Customer Experience & Installed Base?
TL;DR Maslow’s hierarchy of needs is a good framework for understanding how companies think Providing “food shelter water” is critical before satisfying higher levels of needs The high visibility projects of digitization (IoT, Servitization, sophisticated eCommerce, etc) are definitely in the upper tier of needs I have a feeling that this analogy is going to
The Aftermarket is too important to be left to Aftermarketers
I know, I know…this sounds like clickbait. Maybe it was if it made you read this post, so hear me out. After 25+ years of being in and around the Industrial OEM world, I had been reluctant to acknowledge what executives and others have told me for years: Aftermarket is an afterthought in most companies.
4 Best Practices to Drive Double-Digit OEM Growth in 2022
After years of focusing on supply chain and operational initiatives, OEMs are now turning their sights to aftermarket growth. This shift is a welcome change as tending to existing customers’ needs is critical for a healthy growth strategy for any company. It is also not a surprise since service and aftermarket revenue is much more
Installed Base Management Solution: Build vs Buy – Part 3/3
We are back with the 3rd installment of the 3 part “Build vs. Buy” series focused on Installed Base Management solution. In case you have missed the previous installments, you can find them here: Part 1: Should Industrial OEMs Buy or Build an Installed Base Management Solution? Part 2: Build vs. Buy and the Time
Driving Sales Force Effectiveness
As Sales Leaders prepare to receive their new targets, understanding what “levers you can pull” as areas of focus are key to hitting this target. Where are you going to extract the growth from? Market Growth? Grabbing Market Share? As those thoughts are pondered, an area of focus close to the sales leader is to
The one thing that can save your IIoT initiative
Quick Takeaways: While IIoT is gaining momentum, only a small fraction of the world’s Installed Base is connected and monitored remotely. While IoT data and analytics will play an increasingly important role in the “health management” of these connected machines, there is nothing comparable for the world’s fleet of unconnected machines. But every OEM has