The installed base you already own.
OEMs under-capture the installed base they already own. We have sized a $24B aftermarket opportunity, built a mill services catalogue that unlocked €300m of market visibility, and made service revenue predictable.
What our aftermarket mandates taught us
THE INSTALLED BASE IS THE BUSINESS. MOST OEMs TREAT IT AS AN AFTERTHOUGHT.
- Equipment sales get the board time. The field gets a price list.
- One benchmark found 15% aftermarket revenue uplift potential.
A SERVICE CATALOGUE IS A COMMERCIAL DOCUMENT, NOT AN OPERATIONS ONE
- Written by delivery for delivery, sales cannot quote from it.
- Rebuilt commercially, one unlocked €300m of market visibility.
WE WILL NOT BUILD A SERVICE STRATEGY WITHOUT INSTALLED-BASE DATA
- Without installed-base data, a service plan is a guess.
- It is the first thing we ask for and the first gap we name.
Where the weeks actually go
Bar widths are to scale. Every aftermarket mandate runs the same eight to ten weeks.
Scope
Agree the installed base, the service scope and what a better answer would change commercially.
Installed base agreedField
Field interviews, distributor conversations and competitor benchmarking. Half the sprint is spent outside the room.
Field and distributor interviewsHand over
The sizing, the service catalogue and the pricing logic, in a form sales can quote from.
Catalogue handed over, yours to sellTwo hours of your team’s time a week. No workshop marathon.
Questions we have answered
What is our installed base actually worth in service revenue?
Why can sales not quote from the service catalogue we already have?
Which service do we already deliver and never invoice?
Who is servicing our equipment, if we are not?
What would proactive account management be worth on this base?
Where is the aftermarket revenue uplift, and how big is it?
Which of the three is happening to you?
Pick the one that sounds like your building. It shows what that mandate returned, and where to read it.
Aftermarket service strategy benchmarked and sized. One benchmark found 15% aftermarket revenue uplift potential on the base the client already owned.
Benchmarking and Enhancing Aftermarket Service Strategy →What the aftermarket mandates add up to
Why OEMs under-capture the aftermarket they already own
A three part argument built from our aftermarket mandates, a coda drawn across three of them, and one mandate worked end to end. Every figure is traced to a published case, and each piece says what it could not settle.
Quick reads
Aftermarket and service work we have published. Installed base, service catalogues, pricing and the commercial handover.
Benchmarking and Enhancing Aftermarket Service Strategy
Read it →
Building a Unified Mill Services Catalogue
Read it →
Accelerating Biomedicals Commercial Growth Strategy
Read it →
Benchmarking Digital Services to Drive Portfolio Growth
Read it →
Unlocking Aftermarket Growth Through Proactive Account Management
Read it →
Streamlining Sales to Boost Predictable Aftersales Income
Read it →
Identifying High-Value Industrial Filter Applications
Read it →
Building Scalable Digital Services Roadmap
Read it →
Expanding Smart Storage Applications Across Industries
Read it →Proof
Numbers from aftermarket mandates. Every one is a client’s result, not our claim.
$24B total addressable market identified
Aftermarket service strategy benchmarked at a machinery company, with 15% aftermarket revenue uplift potential and five competitor service gaps identified.
Read the case →
€300m of market visibility unlocked
A unified mill services catalogue for a €6B machinery company, 60% faster to market. “Work that would have taken us 6+ months internally was done in weeks.”
Read the case →
25% faster time-to-market
Digital services scaled at a €25B industrial technology company, with 15 organisational practices consolidated and four core processes standardised.
Read the case →
What service clients said
Which of these three is happening to you?
The installed base nobody owns commercially, the catalogue sales cannot quote from, or the service plan built without the data. Eight to ten weeks, one senior analyst and two juniors, and the model is yours at the end.
Talk to us →