by Sam Klaidman | Apr 5, 2024 | Growth
Prospering in a VUCA World is Causing Industrial OEMs to Focus on the Aftermarket We are again living in uncertain times. The name for uncertain times is VUCA, which stands for Volatility, Uncertainty, Complexity, and Ambiguity. It describes constant, unpredictable...
by Sam Klaidman | Mar 8, 2024 | Customer Value Creation
Why Create a Go-to-Market Plan? A go-to-market (GTM) plan is needed whenever a business performs any of the following activities: Selects its initial product Creates a new product or service for its current market Creates a new product or service for a new market...
by Sam Klaidman | Feb 19, 2024 | Growth
Investopedia defines market research as “the process of evaluating the viability of a new service or product through research conducted directly with potential customers.” It also ” helps a company define its target market and get opinions and feedback...
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...
by Sam Klaidman | Oct 2, 2023 | Customer Value Creation
Introduction Bob is the vice president of manufacturing for a business that processes, packs, and ships seeds to customers in the lower 48 states. The company has a constraint in the bag and seal area. Bob set up a buying committee consisting of himself and the...
by Sam Klaidman | Sep 7, 2023 | Customer Value Creation
Introduction to Upselling and Cross-selling Have you ever wondered what the difference between upselling and cross-selling is? Upselling drives more value for customers, while cross-selling enables customers to achieve new value. Let’s take a look at a few examples....
