by Sam Klaidman | Jan 16, 2024 | Customer Loyalty
Customers buy products and services because they need the outcomes they will receive from owning or using them. When the buyer has a choice, they will buy from the company that delivers the most benefits for the lowest cost. At Middlesex Consulting, we define customer...
by Sam Klaidman | Jan 3, 2024 | Customer Loyalty
In the early days of your current job, you decided which metrics to track. You expected that as your graphs improved, your customers, stakeholders, or higher-ups would see and appreciate significant increases in the value they received. At the start of each new year,...
by Sam Klaidman | Dec 4, 2023 | Growth
If you are responsible for pricing in an OEM business, you have three major revenue streams: finished products, spare parts, and services and service contracts. In the life science business and a few others, most of your income and profit comes from selling a fourth...
by Sam Klaidman | Nov 8, 2023 | Growth
If you make tangible products and have been in business for more than seven or eight years, you have legacy products in your installed base. That is fine because industrial OEMs expect after-sales service to generate eight to 10 times the original sales revenue during...
by Sam Klaidman | Oct 16, 2023 | Customer Value Creation
This article first appeared on Linkedin Customer Value Creation In the B2B value creation chain, the product’s end user team is the only people who can identify and quantify the value they receive. Neither the purchasing agent, the delivery truck driver, nor the...
