Industrial Machinery Manufacturer
Installed Base Proof of Concept unlocking the path from 7% to 13% service revenue
Situation
A Danish industrial machinery manufacturer wanted to nearly double its share of service revenue - from 7% to 13% of the business - but had no consolidated view of its installed base. Information about sold machines, components, service history, warranty status, and spare-parts needs lived scattered across Business Central, K- and R-drive folders, Excel sheets, and the heads of a few key employees. Service technicians arrived on-site without checklists, sales had no way to spot the highest-potential customers, and management could not steer the service business with reliable KPIs.
Solution
We delivered an Installed Base Proof of Concept that pulls data from Business Central together with K- and R-drive metadata and existing Excel sources into a single, structured Power BI environment. Across four phases - internal workshops, pressure-testing four high-priority AI use cases, building the technical PoC, and handing over a roadmap - we created one shared source of truth covering every sold machine, its components, service and warranty history, and the customers using them. Sales, service, and leadership now see the same picture and can act on it.
Results
The PoC validated that consolidating the installed base is technically feasible and immediately valuable across the organisation. Service teams respond faster and arrive prepared, sales can target customers with the highest service potential, and leadership has consolidated KPIs on revenue, gross margin, win-rate, and capacity. One concrete near-term play - onsite service walk-throughs across the 368-machine installed base - was sized at DKK 1.8–2.5M of new service revenue at a 10% conversion rate.
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