Struggling with Installed Base Data Mess?

In the industrial sector, managing an installed base—tracking equipment, monitoring usage, maintaining service records, and predicting maintenance and parts needs—is a complex yet crucial task. Many Original Equipment Manufacturers (OEMs) struggle with disorganized and fragmented installed base data, leading to inefficiencies, missed opportunities, and customer dissatisfaction.

The Challenges of Installed Base Data

• Data Silos/Fragmented Systems: Information about the installed base is often spread across multiple systems like CRM, ERP, and field service management (FSM) software. These silos prevent a holistic view of the data, making it difficult to access comprehensive insights.
• Inconsistent Data Quality: Data entries might be incomplete, outdated, or inaccurate. Poor data quality hampers decision-making and reduces the effectiveness of service operations.
• Complex Integration: Integrating data from various sources requires robust processes and governance. Without proper integration, the data remains fragmented and hard to use effectively.
• Scalability Issues: Maintaining data quality at scale is challenging. As the volume of data grows, so does the complexity of ensuring its accuracy and usability.
• Inefficient Sales Processes: Manual processes and reactive approaches hinder sales efforts, leading to missed opportunities and lost revenue.
• Need for Data-Driven Insights: Companies require actionable insights from their data to make informed business decisions, but struggle to extract value from their existing systems.
• Inability to Proactively Engage with Customers: Clients struggle to proactively reach out to customers with tailored offers and support.
• Difficulty in Identifying High-Value Customers: Companies face challenges in identifying loyal customers, their buying patterns, and potential revenue opportunities.
• Sub-optimal Service Contract and Warranties Design: Lack of complete visibility leads to sub-optimal design of service contracts and costly warranties.

What is an Installed Base Platform?

An Installed Base Platform is a smart system that gathers, organizes, and analyzes the data that OEMs (Original Equipment Manufacturers) need to give customers the best experience. It’s a powerful tool specifically purpose-built for Industrial OEMs.

Here’s what it does:

• Connects Systems: It integrates all data from the various systems you currently use, such as your ERPs, CRM, FSM, spreadsheets, and legacy systems.
• Unifies Data: It consolidates all your account details, locations, contacts, equipment, service records, parts, and warranties into a single repository.
• Zooms In on Details: It enables a detailed examination of your data, from broad overviews to specific equipment at a customer’s location.
• Ensures Data Reliability: It cleans and organizes your data, ensuring its reliability without requiring extensive manual effort.
• Analytics and AI: It facilitates effective analytics and AI applications over clean and rich data, preventing the “Garbage in, Garbage out” scenario.
• Predictive and Prescriptive Opportunities: It mines purchase patterns to identify opportunities for parts and services sales.
• Propensity to Buy: It prioritizes customers based on their propensity to purchase, optimizing the use of sales resources.
• Identify Churning Customers: It identifies customers who are at risk of churning, allowing for proactive engagement.

The Installed Base Platform makes workflows that involve customers more efficient. It uses cloud-based technology and AI (Artificial Intelligence) to give you a complete view of your installed base. It creates smart lists and automates tasks between different tools and systems. This makes your work faster and more productive, helping you handle more tasks and grow your business. The data is made available to other systems via open architecture so that every system and workflow in the organization can leverage clean data.

History of Entytle's Installed Base Platform

Entytle was born out of frustration with the state-of-the-art (or rather, the lack of) Aftermarket CRM systems. We couldn’t believe that in the 21st century, Aftermarket business leaders were “getting by” with spreadsheets, ad-hoc reports, or worse, no analytical insights into the behavior of their customers and assets. The cost of this approach is staggering. According to Gartner, data quality affects overall labor productivity by up to 20%. This is due to field teams engaging in fruitless outreach, missing installed base information, using incorrect parts, experiencing low first-time resolution rates, and more.  According to Forbes, bad data costs US businesses a staggering $3.1 trillion annually, or 20% of their value.

After interviewing over 300 Aftermarket leaders in companies across the US and Europe, we realized there was a better way to make and save money from your Installed Base.

• What if you could pinpoint exactly which customers need attention and serve them completely and well? Instead of scattering your attention and resources across the entire Installed Base, thereby satisfying no one?
• What if you could have all the relevant information about these customers in a full 360-degree view of their interactions with you? Instead of running reports from multiple systems and cobbling them together?
• What if you could pre-empt service incidents for these customers to yield better outcomes? Instead of reacting to their “firefights” with attendant costs?
• What if this could help you connect with the “invisible 60%” to grow your wallet share? Instead of only focusing on the top 20%?

We learned that this is not only important and valuable but also possible, and that’s how the journey of the Installed Base Intelligence Platform began.

Why Do Industrial OEMs Need an Installed Base Platform?

An Installed Base Platform is an industrial OEM’s best hope for quickly adapting to the rapidly evolving market landscape.

An Installed Base Platform assembles and processes massive amounts of customer data using sophisticated, purpose-built algorithms to deliver highly qualified opportunities and actionable customer insights that your sales and service professionals can use right away. This, in turn, enables your teams to quickly build a pipeline, no matter what market conditions look like.

An Installed Base Platform does the heavy lifting for you, so you or your team don’t have to. It connects multiple siloed systems typical in a manufacturing setup (think ERP, CRM, service tools, etc.). It understands manufacturing concepts and can combine data from multiple systems meaningfully. To do this, it fixes errors, eliminates duplicates, and builds relationships between equipment, parts, locations, accounts, contacts, services, warranties, line items, and much more. Once data accuracy and reliability are established, manufacturing-specific opportunity-generation algorithms take over to create quick and long-term wins for your team. With an Installed Base Platform, your organization can transform raw, difficult data into actionable insights in a snap.

Customer Success Story

A global leader in packaging machine manufacturing achieved a 42% increase in aftermarket revenue.

Learn how Entytle helped a packaging machine manufacturer achieve 10X ROI through targeted marketing campaigns by making their Installed Base data actionable.

Customer Success Story

9.5% Increase in Aftermarket Sales in 6 months

Learn how Entytle helped a packaging equipment manufacturer increase their aftermarket sales by 9.5% in 6 months by making their Installed Base data actionable.

Customer Success Story

The world’s largest Water Pump manufacturer added $1.5M through targeted marketing campaigns

Learn how Entytle helped a Water Pump manufacturer add $1.5M through targeted marketing campaigns by making their Installed Base data actionable.