by Sam Klaidman | Feb 7, 2019 | Growth
In today’s ever-evolving marketplace, companies of all kinds are looking for ways to stimulate innovation and create lasting growth. The answer may just lie in the jobs-to-be-done (JTBD) theory. Tony Ulwick originated the theory and processes of jobs-to-be-done and...
by Sam Klaidman | Jan 9, 2019 | Growth
Successful selling is the objective of product and aftermarket salespeople. Successful selling is an outcome that many businesses fail to achieve. Even with the uncertainty of fluctuating revenue, margin, and profits, our sales and marketing efforts are still selling...
by Sam Klaidman | Jan 7, 2019 | Growth
“AN OUNCE OF PREVENTION IS WORTH A POUND OF CURE” When Ben Franklin first uttered these words, he referred to fire safety and prevention. Today, these words are equally applicable to machine maintenance and uptime. If true, why isn’t Predictive...
by Sam Klaidman | Nov 29, 2018 | Growth
A high-level B2B OEM Growth Strategy When aiming to grow a business, there are only four paths to follow when crafting an OEM growth strategy.: More current products to current customers New products to current customers Current products to new customers New products...
by Sam Klaidman | Nov 2, 2018 | Growth
On October 30, 2018, Reuters published an article about Long-term Service Agreement Revenue titled “General Electric reveals deeper regulatory probe, restructuring.” In the section titled INVESTIGATION DEEPENS, the article reported: GE has said it learned...
by Sam Klaidman | Oct 29, 2018 | Growth
Introduction A corporate executive must understand why customers buy products and related services. Most capital equipment manufacturers have learned that equipment margin contributions are crucial, but aftermarket services margin contributions are at least twice as...
