Asset Performance Management at Every Level

For you, identifying the customer segments and key customers you want to target is the first step to introducing APM. You want to choose the most profitable customers that would benefit from the additional services APM will unlock. To identify the key customers, you will need to work with your Head of Sales.

You will also want to explore how to monetise these services and discuss pricing with customers before firming up with the sales team.

You will work with your Sales Managers to ensure the APM benefits are identified and communicated to customers and prospects.

And you will put in place sales and revenue metrics to track engagement with new APM services

You will also want to support your operations team in setting goals for internal process improvements enabled by introducing APM.

Now that you and your CFO have agreed on the key customers, you must interview their senior management to understand where APM can add the most value.

Features like auto-alerting when CO2 levels are breached, or equipment is being incorrectly used will help you stand out from the competition.

Once customer feedback has been collected and assessed, you will share your findings with the CFO and COO. Based on this feedback, you will select the new services you want to prioritise for launch on the APM platform.

You will then train your sales team in the benefits of APM to customers and prospects.

Finally, you will organise training on the APM platform to ensure your salesforce can showcase the benefits of your APM capability and differentiate your services.

You and the CFO will agree on the new customer services and internal process improvements you expect from implementing APM.

You must Identify key subject matter experts to champion the APM solution implementation and input to develop expert rules.

You must also identify technical contacts within your Equipment and Rental System providers. These contacts will be essential for the APM provider to connect telematics and operational data into their platform.

Now that you and the CFO have set clear goals for internal process improvement, you must prioritise the APM features you want to implement. 

 Features such as auto-receipt, preventative and predictive maintenance and maintenance campaigns will all help automate and streamline your logistics and service processes. 

You must now ensure training and support processes are in place for all workers affected by the introduction of APM. For example, logistics planners, maintenance experts and customer service staff will all interact with the system at some point in their daily tasks.