A systematic approach to OEM growth
There are fewer than 700 equipment brands in our market, mostly well established.
They purchase an estimated $100 billion of on-the-BOM components, systems, and software.
Purchase decisions are often engineering-led, but the industry is seeing an increasing number of individuals with decision influence, involvement or veto.
Margins, however, are often thin compared to other sectors.
Suppliers need a structured, systematic, coordinated approach to the early stages of the sales pipeline in order to maximise growth.
Our market is special
The pillars of growth
For markets like ours, there are four proven principles for increasing the number of business opportunities entering the sales process.
01
Account-based approach
Sales and marketing operate concurrently, in parallel, at an account level.
02
Layered prioritisation
Neither prioritising too narrowly, nor too broadly, but modulating the intensity of activity across the whole market.
03
Relationship coverage
Reaching a wider range of stakeholders in an OEM, with appropriate messages, media and intensity.
04
Continuous managed process
Establishing foundation of trust, communication and data processes between teams.
Available for focused projects, growth programmes and longer-term fractional leadership.