Installed Base Data Quality: The Achilles Heel of IoT, eCommerce, and Servitization initiatives As the Covid crisis engulfed the world last March, companies large and small grappled with the existential threats to their businesses. Different sectors were impacted to varying degrees, and it was clear to everyone that the crisis was going to cause habits […]
Author Archives: Vivek Joshi
This blog is the 2nd installment of the 3 part ‘Build vs. Buy’ series of articles. In this series, we explore various aspects that Industrial OEMs should consider when embarking on an Installed Base management solution. You can read part 1 of the series here. One of the first classes I took in business school was […]
Hayward Gordon ULC is one of the world’s largest and most respected industrial equipment manufacturers for over 60 years, with fabrication, distribution and sales offices throughout the world. Key Challenges faced by Hayward Gordon ULC: • Capturing recurring revenue sales of spare parts • Changing the sales model from reactive to proactive Entytle Significantly Increased Recurring Revenue Sales by […]
Grundfos is a global pump manufacturer based in Denmark with annual revenues of over 3b EUR. They produce over 16 million pump units annually along with their electric controls and motors. Key Challenges for Grundfos were: Dispersed, duplicate and incorrect data across 8 systems Hidden end-users Part sales to installed base lagging Completely reactive selling […]
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 by practitioners, with both authors […]
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 through the last four years. […]
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 habits will change dramatically across […]
This past seven days, many folks I spoke to in the Industrial OEM space have settled down into the new normal. I am glad to share that there is a greater sense of resilience & a determination to fight this out now than what I noticed a few weeks back. Of course, job cuts & […]
We are starting a best practice series so we can share how our peers across the OEM industry are dealing with the situation. Hope you will find this useful. Here is a quick tip for customer segmentation from the front-line. One of the recurring themes from my conversations with everyone in the Industrial OEMs is […]
As we enter the second week of March 2020, it’s safe to assume that nothing is safe anymore. The global COVID-19 epidemic has crossed borders & is spreading at an alarming pace resulting in regional quarantines, mass factory shutdowns, axed travel plans, and broken supply chains. The OECD has forecast a negative 1.5% impact on 2020 […]
