Episode 4 - Markus Rimmele on Servitization & Digitalization of Industrial Support
Growing Aftermarket Sales & Service with Digitization - Markus Rimmele on Industrial Growth Insitute Episode 4
Key Points
Summary
In this episode, Ed interviews Markus Rimmele, an industrial automation professional. Markus shares his journey from being a field service technician to founding Digitalitum, a company focused on digital transformation in manufacturing.
They discuss tips for mid size industrial manufacturers to boost aftermarket sales and service, and Markus explores the challenges faced by technicians, such as troubleshooting and implementing digital tools, and the importance of change management.
Marcus shares many lessons learned including:
Takeaways
Helpful link - Markus and Ed discuss digitalization and servitization in a webinar conversation https://www.consiliumglobalbusinessadvisors.com/partner-marketing-for-machinery-oems
Learn about my Overall Revenue Effectiveness™ Framework for Industrial Manufacturing Revenue Growth - https://www.consiliumglobalbusinessadvisors.com/overall-revenue-effectiveness-to-help-manufacturers-improve-sales
Check out Markus' website - https://digitalitum.com/
LinkedIn: Markus Rimmele & Ed Marsh
Twitter: Ed Marsh
Instagram: Markus Rimmele & Ed Marsh
YouTube: Markus Rimmele & Ed Marsh
Show Transcript
Industrial Growth Institute on YouTube
Chapters
00:00 Introduction and Background
03:10 Field Service Technician and Lessons Learned
05:56 Meeting Revenue Targets and Building Machines on Site
10:06 Freelancing and Experience Across Industries
12:56 The Importance of a Multilingual and Multicultural Background
15:57 Founding Digitalitum and the Digital Toolbox
25:05 The Power of LinkedIn and Hybrid Approaches
30:00 Cultural Differences and Intellectual Elasticity
35:04 Living the Passion through Digitalitum
36:04 Defining Digital Transformation
37:03 Providing Value to Customers
37:26 Overcoming Resistance to Digitalization
37:49 Drivers for Digitalization in Manufacturing
38:36 Complexity of Machines and Skills Gap
40:06 Digital Tools for Machine Maintenance
41:34 Implementing Customer Portals
42:41 Taking Progressive Steps in Digitalization
43:01 Digital Services Platforms
43:46 Value of Quality and Service in Capital Equipment Purchasing
50:33 Data as the New Gold
54:47 Decay in Overall Equipment Effectiveness (OEE)
58:57 Recurring and Predictable Revenue Streams
01:05:23 Using Digital Services as an Entry Sale
01:10:27 Misconceptions about Digitalization
01:12:42 Commercial Opportunity for OEM Manufacturers
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