Installed base

Installed base

Companies with the Installed Base business logic are producing and selling investment goods and services as their basic offering. The “installed base” creates a platform that enables growth through after sales services, modernisations, operations management and outsourcing services & solutions. Installed Base companies are typically in IT, electronics, telecom infrastructure, machinery & equipment or construction businesses.

Typical business challenges

Typically, customers in the Installed Base business are struggling with top and bottom-line growth challenges. How to grow when the global market for the basic product offering is mature and often cyclical? 

Strategic initiatives that challenge the whole organisation are e.g:

  • Changing business model from products to services and solutions due to maturity of the basic product business.
  • Broadening the offering through organic development, acquisitions and partnerships.
  • Sales transformation due to the need of a new sales model for the service/solution business.
  • Management of global/international customers which are growing more powerful through industry consolidation.

Vectia’s support for Installed Base companies

Vectia’s offering for the Installed Base companies is geared to support the strategic transformation from product/equipment led business towards a service and solution led business.

Vectia works together with our customers in order to implement and enhance their business strategies. We have well proven methods and tools in supporting companies to overcome their growth and profitability challenges and achieve competitive advantages by development and implementation initiatives like the following:

  • Strategic renewal and growth by improved segmentation and solution/service offerings.
  • Increasing the size and share of wallet in selected customer segments through effective sales and account management.
  • Effective sales management through definition and installation of sales funnel and focusing on proactive sales in selected segments, customers and sales opportunities.
  • Increased hit-rate and sales growth by definition and global implementation of a common way to sell: solution sales process and customer oriented value propositions.
  • Supporting strategic account management implementation by SAM program definition and a tailored training program.
  • Management system, values and guiding principles for implementation of solution offering and strategic account management led business strategy.

For more information about the Installed Base segment or Vectia’s support to customers in this business segment, please contact Mr. Risto Pennanen (firstname.lastname@vectia.com) or the Vectia office.