Implication of Predictive Maintenance for Industrial Marketing
Subhasis Ray · Advances in computer and electrical engineering book series · 2020
This chapter discusses the implication of predictive maintenance (PM) for industrial marketing companies. Using an illustrative case study from the Indian industrial air compressor market, it shows that predictive maintenance solutions will change the way of conventional sales and marketing. Sellers need to focus on early innovation adopters among its customers. They also need to engage with existing customers early on in the purchase process and highlight how PM can reduce the total cost of ownership. PM can be sold effectively to different types of customers- transactional, value-oriented, and collaborative. Industrial marketers have to position the solution appropriately to gain competitive advantage.