Author Archives: Vivek Joshi

Installed Base & Aftermarket Revenue: Safe Harbor in a Stormy Sea

Installed Base & Aftermarket Revenue: Safe Harbor in a Story Sea

I had the opportunity to present to a group of Industrial Investors, Industry Analysts, and Industrial OEM leaders recently. The presentation was aimed primarily at an investment audience and outlined their priorities vis-a-vis their Industrial portfolios. I also touch upon how industrial Aftermarket has been the savior for OEMs during recessionary times. Here’s a shorter […]

The recession will turbocharge Aftermarket demand… but is your sales team up for it?

The recession will turbocharge Aftermarket demand…but is your sales team up for it?

Key messages: Growth in the new world is going to take different approaches than what worked (and was acceptable) in the past It will require a change of people-process-tools for success While process and tools are “easier” to change, the people aspect of this transformation is extraordinarily important  – and hard This is even more […]

Software (and data) is eating the world – so what’s an OEM to do?

Software (and data) is eating the world - so what's an OEM to do?

When Marc Andreesen famously declared almost a decade ago that “software will eat the world”, he fired a warning shot across the bow of companies in a variety of industries that their life was going to change, in many ways irreversibly. Some sectors moved faster than others, e.g. consumer commerce, financial services, etc. But there […]

Is your ERP/CRM implementation jeopardizing your digital initiatives?

Is your ERPCRM implementation jeopardizing your digital initiatives | Entytle

After years of not investing in their ERP systems, OEMs spent much of 2020 and 2021 embarking on major upgrades, or replacement projects to modernize their core systems with over 26% of prospects and customers telling us that they are in the midst of a multi-year upgrade cycle. After years of not ERP underinvestment, 2020-2022 have […]

The value of your installed base is the value of your business

The value of your installed base is the value of your business | Entytle

An OEM’s Installed base is its most valuable asset. It has been built over a long time (20+ years), and typically has tens of thousands of machines owned by thousands of customers at thousands of unique locations around the world. These machines get used in harsh environments and require ongoing maintenance, repair, service – and […]

Why Installed Base prospecting is broken for OEMs

Why Installed Base prospecting is broken for OEMs

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 […]