For the last couple of decades, as service revenue grew in importance, industrial machinery OEMs rightfully focused on their large named accounts. Adhering to the 80-20 principle in increasing penetration of strategic accounts has been hugely successful but as large customers start to consolidate purchasing, not only...
Field Service is dead (Part 2): Digitalising field services
In my earlier article, "Field Services Is Dead. Long Live (Digital) Field Services", I made a case for why machinery companies must continue down the digital transformation path, away from the traditional field services execution model. In this follow-up article, I explore the options available for companies that choose to...
Offering the best of Just-in-time and Just-in-case with spare parts eCommerce
Digital technologies can enable machinery companies to execute more efficient spare parts businesses.
5 tips for getting spare parts e-commerce right
Roy Chikballapur shares 5 tips for getting spare parts e-commerce right.