Wipro helped a power equipment OEM generate service revenue leads from their fragmented installed base in multiple geographies

Client Background

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.

Industry Landscape

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.

Opportunity

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.

Solution

Wipro partnered with the client to help create a global installed base repository which includes asset data, customer data, product and service life cycle data. This involved migration and consolidation of installed based data from multiple ERP and legacy systems along with process support for improving data quality. A predictive analytics model was implemented to help the customer develop and prioritize a set of service offers based on the asset type, age, customer type and contracts. As a result of this, the OEM was able to get a unified view of their installed base and was able to generate new service revenue opportunities. The solution was implemented as an outcome based model with minimal capital investment by the client.

Business Impact

• Data of around 1 million assets from a total of 15 million was converted into revenue-ready enriched data within a span of 9 months
• A global installed base repository comprising of data from 32 countries was created by data migration, integration and cleansing