Wipro helped a power equipment OEM generate service revenue leads from their fragmented installed base in multiple geographies
A leading power equipment OEM based out of Europe with around € 25 billion in global revenue and 150,000 employees. The client has operations in over 100 countries and acts as a partner which provides solutions, products and systems for different actors that are present in the energy supply chain.
Product sales for power equipment manufacturers are linked to the economy and infrastructure sector growth. Manufacturers are targeting service revenue as it is counter-cyclic to economic growth and is more profitable. Due to the prevalent competition, price pressures and poor visibility into their installed base, manufacturers are losing installed base service revenue generation opportunities to third-party vendors.
OEM lacked a unified view into the installed base data, such as asset type, their location, condition, age, usage and other life cycle data. Only 10% of the total installed base was tracked in the client’s systems. Out of that 10%, only 1% of installed base was yielding revenue. With poor visibility into their installed base, the client was losing out on a huge amount of service revenue opportunities in the form of equipment modernization, consumables, warranty to maintenance contract conversion and upgrades. The client was looking for a partner who could help them double their service revenue within 3 years.