Solo episode with Bruce Sinclair, the host of the show, discussing how smart digital can enable predictive maintenance for margin improvement and data-driven business models to increase the exit multiple.

In businesses where maintenance has a meaningful impact on margins, we can use artificial intelligence to predict when assets will fail in advance of any noticeable signs of a problem.  By using smart digital to prevent unplanned downtimes, we increase the company’s operational efficiency to improves its margins, for a relatively low investment in tech.

Collecting proprietary monetization data enables the development of novel business models that until recently, were impossible to deploy.  Moving from one-and-done product sales to sales that recur to continuously generating revenue are rewarded by the next buyer paying a higher EBITDA multiple.

In this episode, Bruce discusses:

• How margins are improved indirectly and directly.
• Using smart-tech-driven operational efficiency to improve margins.
• How to deploy predictive maintenance to minimize unplanned down times.
• The three different ways smart digital can increase the EBITDA multiple.
• The concept of data-driven business models and how they are created.
• The example of the power-by-the-hour business model developed by jet engine maker Bristol Siddeley and deployed by GE and others.

Related links you may find useful:

• Article 1: Margin Improvement with Predictive Maintenance 
• Article 2: Deploying Data-Driven Business Models for Multiple Expansion
• LinkedIn newsletter containing these and other articles
• Season 1:Related episodes 
• Season 2: Episodes and show notes
• Season 2 book: The Private Equity Digital Operating Partner
• Season 1 book: IoT Inc
• Training: Smart  digital transformation certification

Solo episode with Bruce Sinclair, the host of the show, discussing how smart digital can algorithmically cross sell products for customer expansion and use AI to identify new markets to enter for market expansion.

Smart digital improves existing customer expansion strategies and enables new ones for physical products, services and environments, that until now were only available to software companies.  Automatic consumable cross selling can be emulated in the industrial sector and any other sector where one product depends on another product to operate.

Using AI and data mining to discover market adjacency insights can augment or replace the traditional market expansion playbooks used today.  The candidate list of market adjacencies is derived from primary data and only gets deeper and wider with time.  Deciding on which market to expand into becomes a repeatable analytical exercise based on real customer data. And unlike traditional techniques, smart digital market expansion also determines the best product configuration and target persona for each potential new market.

In this episode, Bruce discusses:

Customer expansion by upselling like a software company for non-software products.

Other types of customer expansion strategies supported by smart digital.

Case study of HP’s smart printers.

Using proprietary data from a smart product to identify market adjacencies with artificial intelligence.

How smart digital can help us identify the proper product configuration to enter a new market.

In this episode, Bruce discusses:

• Customer expansion by upselling like a software company for non-software products.
• Other types of customer expansion strategies supported by smart digital.
• Case study of HP’s smart printers.
• Using proprietary data from a smart product to identify market adjacencies with artificial intelligence.
• How smart digital can help us identify the proper product configuration to enter a new market.

Related links you may find useful:

• Article 1: Smart Tech Customer Expansion Enabling Automatic Cross Selling
• Article 2: Data-Driven Market Expansion Identified by Artificial Intelligence
• LinkedIn newsletter containing these and other articles
• Season 1:Related episodes 
• Season 2: Episodes and show notes
• Season 2 book: The Private Equity Digital Operating Partner
• Season 1 book: IoT Inc
• Training: Smart  digital transformation certification

Solo episode with Bruce Sinclair, the host of the show, discussing data-driven value creation for tech & software companies and data-driven product expansion with fintech for traditional companies.

Product expansion driven by proprietary primary customer data excerpt: When architected correctly, smart products yield proprietary primary customer data that can be used to drive low-risk product expansion.  Like Tesla, your company can also offer insurance and other high-margin, competitively priced products that precisely fit each customer’s needs.

Smart digital value creation for tech and software companies excerpt: Smart digital transformation can be applied to any company, but the type of company determines the specific tools needed for implementation.

In this episode, Bruce discusses:

• Using smart digital to understand who your customers are and what they need.
• How to use proprietary primary customer data to underwrite fintech products like insurance.
• Case study of Tesla Insurance.
• How smart digital transformation is applied differently to traditional companies, tech companies and software companies.
• The importance of value sims and how they are used.

Related links you may find useful:

• Article 1: Smart Digital Value Creation for Tech and Software Companies
• Article 2: Product Expansion Driven by Proprietary Primary Customer Data
• LinkedIn newsletter containing these and future articles
• Season 1:Related episodes 
• Season 2: Episodes and show notes
• Season 2 book: The Private Equity Digital Operating Partner
• Season 1 book: IoT Inc
• Training: Smart  digital transformation certification