Industrial Goods & Services
We support manufacturers, distributors and service providers in the industrial goods environment in adapting to new market dynamics and securing their competitiveness.
Challenges of the industry
Today more than ever, companies see themselves threatened by new market players and innovative business models. These are using new technologies, such as AI, and are changing their business models, sometimes disruptively. To keep up in the very dynamic market environment, pioneering business models as well as field-tested go-to-market strategies are essential for survival. Manufacturers and distributors of industrial goods depend on networking hardware to offer advanced solutions for their customers. Recurring revenues can be secured through value-added services and ecosystems. In perspective, holistic positioning as an ecosystem provider will become relevant here, so that networked services complete the product portfolio.
Many established companies are already developing technology-driven solutions so as not to miss the boat with start-ups. For the most part, these companies are not yet ready to implement new business models internally and actually bring developed products to market.
The entire go-to-market approach must be rethought and the organization adapted accordingly. The internal organization must be aligned in a customer-centric way so as not to fall behind the competition. In marketing, sales and service in particular, the challenge is to combine human interaction with the use of new technologies.
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Scope
Markt- und Kundenanalyse:
Datenbasierte Analyse des Wettbewerbs und der Kundenzielgruppe, Ableitung von Best Practices
Positionierung und Wertversprechen:
Definition einer wettbewerbsfähigen Positionierung und Ableitung kundenzentrierter Wertversprechen
Produktdefinition und Erlösmodell:
Entwicklung eines kundenzentrierten Produktportfolios, Definition der Erlöslogik, Bestimmung von Preispunkten
Berechnung eines detaillierten Business-Cases mit Umsatz- und Kostenprognose, Investitionsplanung, Cash-Flow Analyse und Rentabilitätsbetrachtung Betrachtung
Kommerzielle Machbarkeit:
Definition relevanter Marketingkanäle und Ableitung konkreter Marketingmaßnahme
Vermarktung:
Aufbereitung von Pitch-Deck Unterlagen basierend auf Projektergebnissen
Investorengewinnung:
Strategy and positioning:
We develop individual corporate & market strategies
Innovation, technology & business model:
...based on innovative technologies, together with our start-up network
Organization & Processes:
...map the innovations internally as the "organization of the future"
Marketing & Sales:
...and orchestrate sales with individual go-to-market strategies
Implementation & Scaling:
... until operational success is achieved at our clients!
Growth opportunities
- Revenue growth in core business through improvement of competitive positioning and internationalization (value-based selling)
- Revenue growth by opening up new business areas (networking, ecosystems, business models)
- Efficiency increase in core business through use of innovative technologies (artificial intelligence, martech, CRM systems, chatbots, etc.)
Excerpt of our projects
Problem of the client
Liebherr, one of the largest construction machinery manufacturers in the world
Development of digital strategy to strengthen existing & enter new business areas.
Our solution for the customer
- Development of a digital strategy based on trends & developments and customer interviews
- Translation of strategy into three digital business models as “fields of action” to secure the core business and tap into new business areas
- Iterative & customer-centric development of digital business models with constant market & customer feedback
- Go-to-market incl. pricing for the digital business models with worldwide launch
- Development of global sales strategy in workshop-mode aligning worldwide sales leadership team of mining business (+30 countries, 4 sales motions, > 150 key accounts across all product portfolios)
Project results
- 3 digital products developed and launched (worldwide in +20 countries)
- Transformation from “hardware only” to software & digital business model
- New Global Sales Strategy aligned & ready for implemtation
Customer references
Giesecke & Devrient
Holger Feistel, VP Global Sales
"Mücke Roth & Company is our choice for advice on sales strategy and pricing. What makes the team of consultants special? The combination of expertise, operational experience and social competence. My clear recommendation for all B2B sales, product marketing and pricing issues. Excellent work, thank you very much."
Giesecke & Devrient
Holger Feistel, VP Global Sales
"Mücke Roth & Company is our choice for advice on sales strategy and pricing. What makes the team of consultants special? The combination of expertise, operational experience and social competence. My clear recommendation for all B2B sales, product marketing and pricing issues. Excellent work, thank you very much."
Best4Tires
Dr. Peter Schwibinger, CEO
"Mücke Roth and Company redesigned our sales approach within a very short time & brought it into implementation as "Sales 2.0". The project was so successful that it is now a blueprint for our entire sales organization. Excellent work. Unreservedly recommended."
Best4Tires
Dr. Peter Schwibinger, CEO
"Mücke Roth and Company redesigned our sales approach within a very short time & brought it into implementation as "Sales 2.0". The project was so successful that it is now a blueprint for our entire sales organization. Excellent work. Unreservedly recommended."
All3DP
Mathias Plica, CEO/Managing Director
"Mücke Roth & Company has been very helpful in helping us to better understand the value of our own customer data and to use this potential in a targeted way for our growth path. With the demonstrated technical expertise, energetic support at eye level and their analytics implementation expertise, we can now address our customers even better and have gained further valuable insights on customers, channels and data-based measures. We look forward to tackling more exciting topics with Mücke Roth & Company."
All3DP
Mathias Plica, CEO/Managing Director
"Mücke Roth & Company has been very helpful in helping us to better understand the value of our own customer data and to use this potential in a targeted way for our growth path. With the demonstrated technical expertise, energetic support at eye level and their analytics implementation expertise, we can now address our customers even better and have gained further valuable insights on customers, channels and data-based measures. We look forward to tackling more exciting topics with Mücke Roth & Company."
WIKA Alexander Wiegand SE & Co. KG
Andreas Keiger, Executive Vice President EMEA/India
"The team from MRC, together with Peter Schütte (StoF!), worked with our Sales Excellence department to develop the cornerstones for our global digital sales strategy. What was essential for me as Executive Vice President EMEA/India: that the focus was on quick implementability when prioritizing the recommendations and that the entire WIKA team was excellently brought on board from day 1. As a result, we were able to launch a concrete digital lead generation program with global campaigns and CRM support within a very short time. We are very satisfied and continue to enjoy working with MRC."
WIKA Alexander Wiegand SE & Co. KG
Andreas Keiger, Executive Vice President EMEA/India
"The team from MRC, together with Peter Schütte (StoF!), worked with our Sales Excellence department to develop the cornerstones for our global digital sales strategy. What was essential for me as Executive Vice President EMEA/India: that the focus was on quick implementability when prioritizing the recommendations and that the entire WIKA team was excellently brought on board from day 1. As a result, we were able to launch a concrete digital lead generation program with global campaigns and CRM support within a very short time. We are very satisfied and continue to enjoy working with MRC."
HÖRMANN Industries GmbH
Dr. Christian Baur, CTO
"Mücke Roth & Company supported us pragmatically and "side-by-side" in identifying new digital business potentials within the HÖRMANN Group. This represents an important step for us in the realignment of HÖRMANN Digital and the entire digitalization strategy. With the help of clear methodology, extensive experience and the necessary pinch of "hands-on" mentality, the next steps for HÖRMANN's growth course were defined transparently and clearly. Many thanks to the project team of Mücke Roth & Company for the excellent work!"
HÖRMANN Industries GmbH
Dr. Christian Baur, CTO
"Mücke Roth & Company supported us pragmatically and "side-by-side" in identifying new digital business potentials within the HÖRMANN Group. This represents an important step for us in the realignment of HÖRMANN Digital and the entire digitalization strategy. With the help of clear methodology, extensive experience and the necessary pinch of "hands-on" mentality, the next steps for HÖRMANN's growth course were defined transparently and clearly. Many thanks to the project team of Mücke Roth & Company for the excellent work!"
Liebherr Mining
Dr. Jörg Lukowksi, EVP Sales & Marketing
"Mücke Roth & Company actively supported us in the development of the global sales strategy at Liebherr Mining. With conceptual expertise, experience from other industries and pragmatic recommendations, the Liebherr team was successfully involved from the start of the project. Always at eye level and with a pull towards the business - that's how consulting projects should work. Thank you very much."
Liebherr Mining
Dr. Jörg Lukowksi, EVP Sales & Marketing
"Mücke Roth & Company actively supported us in the development of the global sales strategy at Liebherr Mining. With conceptual expertise, experience from other industries and pragmatic recommendations, the Liebherr team was successfully involved from the start of the project. Always at eye level and with a pull towards the business - that's how consulting projects should work. Thank you very much."
Whitepaper
23.06.2023
ÖKOSYSTEME: DER SCHLÜSSEL ZUM ERFOLG?
Ökosysteme bieten großes Wachstumspotenzial
23.06.2023
MIT VERNETZTEN HAUSHALTSGERÄTEN ZUM WACHSTUM?
Warum der Return of Investment häufig ausbleibt und das volle Potenzial der Digitalisierung nicht ausgeschöpft wird
Excerpt of our customers
Michael Mücke
Managing Director and Industry Manager Industrial Goods & Services
Michael is an expert in the areas of digitalization and IoT and has personally accompanied numerous companies in their digital transformation. His focus includes the topics of data-driven business models, strategy development and artificial intelligence. After his time at A.T. Kearney, he founded a successful start-up and is a serial investor in several digital start-ups - where he is also represented on their management boards.
Mail: m.muecke@muecke-roth.de
Michael Mücke
Managing Director and Industry Manager Industrial Goods & Services
Michael is an expert in the areas of digitalization and IoT and has personally accompanied numerous companies in their digital transformation. His focus includes the topics of data-driven business models, strategy development and artificial intelligence. After his time at A.T. Kearney, he founded a successful start-up and is a serial investor in several digital start-ups - where he is also represented on their management boards.
Mail: m.muecke@muecke-roth.de
