Mike Shields Posts

February 24th, 2017
Mike Shields
CEO & Industry Strategist
What 7 leading Global Manufacturing Executives are saying about their strategies for Service and IIoT

I recently polled global manufacturing executives on how developed their strategies are for Connected Service and IIoT…and every one of them is investing in ways to engage all customers and partners from original equipment sale through upgrade, service, maintenance, and retirement.

Categories: eBooks + Infographics + Video
November 17th, 2016
Mike Shields
CEO & Industry Strategist
From the Frontlines of Field Service Connect 2016

The Voice of the Customer on Status and Plans to Capitalize on The Connected Service Economy. Most manufacturing companies can benefit from a fresh look at how advanced, available, and affordable the new Microsoft Dynamics 365 and Azure IoT offerings have become. It is a lot easier than many companies realize to get started with proof-points and pilots to help build momentum for a change and prove the economics.

Categories: Business Intelligence, News + Events, Microsoft Solutions, Manufacturing Industry Insights
November 10th, 2016
Mike Shields
CEO & Industry Strategist
Transforming SERVICE in the Digital Age

It’s here. This is the time I’ve been waiting for since I was responsible for the Parts and Service business segment of a major global manufacturer. Like all of us who have managed what was once referred to as “The Aftermarket”, I found it sort of maddening that we devoted so little investment and attention to becoming excellent at keeping our customers’ expensive equipment serviceable and under our care as the original equipment manufacturer.

Categories: Business Intelligence, Microsoft Solutions, Manufacturing Industry Insights
April 8th, 2016
Mike Shields
CEO & Industry Strategist
Best Practices Enablement for Manufacturers

These best practices ensure the right response to the types of types of demand I cover in my last post.  They support a range of self-service and assisted-service capabilities that enable your ‘customers’ to find, evaluate and even select, quote, order, and follow your pr...

Categories: Manufacturing Industry Insights
March 18th, 2016
Mike Shields
CEO & Industry Strategist
Mixed Mode Demand: Solutions for Differentiation

This post takes you step by step into the world of solutions for differentiation. It links the Age of the Customer needs to a very specific set of practices, tools, and techniques that will put you at the top of your industry when it comes to differentiation.

Categories: Manufacturing Industry Insights
March 15th, 2016
Mike Shields
CEO & Industry Strategist
Differentiate or Die?

How knowledge-based technologies have become essential for Manufacturers to thrive in the Age of the Customer. Commoditization is a killer...

Categories: Manufacturing Industry Insights
February 27th, 2016
Mike Shields
CEO & Industry Strategist
Making It in the Age of the Customer – For Manufacturers Only

How can you transform your manufacturing business with accessible solutions? This series takes the generalities of ‘the need to be customer-centric’ and ‘the age of the customer’ and puts them into 5 practical and actionable dimensions for a very specific set of industries.

Categories: Manufacturing Industry Insights, eBooks + Infographics + Video
May 20th, 2015
Mike Shields
CEO & Industry Strategist
The Challenges of Changing Demographics in Manufacturing – and the Role of Technology to Power the Next Generation: Infographic

Here’s a link to a great blog post by Steve Hanna, CIO of Kennametal. He presents an insightful role for technology to help bridge the widening gaps in workforce demographics within Manufacturing. This topic is very much ‘top of mind’ for ...

Categories: Manufacturing Industry Insights, eBooks + Infographics + Video
May 4th, 2015
Mike Shields
CEO & Industry Strategist
The Voice of the Customer on the Industrial Internet of Things (IIoT) and CRM

From the frontlines of Smart Manufacturing Summit with 100 CEOs I just came back from the Smart Manufacturing Summit, sponsored by the Chief Executive Network, in Indianapolis. This two-day annual conference was attended by the business executive leaders from 100 ...

Categories: Microsoft Solutions, Manufacturing Industry Insights
February 2nd, 2015
Mike Shields
CEO & Industry Strategist
CRM in Manufacturing – From the Frontlines of AHR Expo 2015

It’s still the early days and most companies have not realized the true potential of CRM for Manufacturers. A couple of co-workers and I just came back from the AHR Show in Chicago with some fresh realizations. The Headline? Despite growing market penetration, th...

Categories: Microsoft Solutions, Manufacturing Industry Insights
August 25th, 2014
Mike Shields
CEO & Industry Strategist
If Everybody Simplifies, How Come it’s Still So Complex?

The Reality Behind Most of the New ‘Simplifications’ for Commerce. Our CTO, Lawrence Matusek, is a true master of simplification.  Check out his following within the SAP community of complex manufacturing and you’ll see why.  Anyhow, a few w...

Categories: SAP Solutions, Microsoft Solutions, Manufacturing Industry Insights
August 6th, 2014
Mike Shields
CEO & Industry Strategist
The Value of Clear Targets for Simplification of B2B Commerce

Part 5 of the 5 part series on Simplification of B2B Commerce. Claude Harmon raised his sons to become great golf professionals.  I had the good fortune to take lessons from one of them, Craig Harmon, at Oak Hill CC in Rochester.  Now, to be clear… I am not an Oak Hill m...

Categories: Manufacturing Industry Insights
July 23rd, 2014
Mike Shields
CEO & Industry Strategist
Got B2B Complexity? Try LEAN & Simple.

"You may hate gravity, but gravity doesn't care."  Clayton Christensen   Part 4 of the 5 part series on Simplification of B2B Commerce So, back to rock-climbing… sometimes during a climb that was turning out to be particularly hard/tricky one of us would say that we we...

Categories: Manufacturing Industry Insights
July 11th, 2014
Mike Shields
CEO & Industry Strategist
The 3 Pillars of B2B Commerce Simplification

Keeping them in balance is the key to winning   Part 3 of the 5 part series on Simplification of B2B Commerce That’s Chrissie Wellington… the best female triathlete ever… four time Kona world champion…winner of EVERY Ironman event she has entered! What does Ironman...

Categories: Manufacturing Industry Insights
July 7th, 2014
Mike Shields
CEO & Industry Strategist
Top 5 Things Oversimplifiers Say

Part 2 of the 5 part series on Simplification of B2B Commerce The new mandate is (Warning: Buzzword Alert!) ‘SIMPLIFY’. As a CIO in complex businesses and now as CEO of a company driving B2B commerce simplification, I’ve gotten up close and personal with complexity. I me...

Categories: Manufacturing Industry Insights
July 4th, 2014
Mike Shields
CEO & Industry Strategist
To Truly Simplify, Get to Know Complexity!

Remove the UNNECESSARY and simplify the NECESSARY Part 1 of the 5 part series on Simplification of B2B Commerce My years as a rock-climber and mountaineer taught me a lot about how to simplify...every unnecessary ounce and gadget presented a downside or risk; BUT leavin...

Categories: Manufacturing Industry Insights
June 13th, 2014
Mike Shields
CEO & Industry Strategist
So Just What IS a CRM Platform and Why Does It Matter to YOU?

First of all, YES it matters to you if your organization: Has already implemented enterprise platforms for ERP and Office functions; Needs to move into the next generation of B2B Commerce – Digital Demand Creation; Considers end-to-end productivity, cycle ...

Categories: Microsoft Solutions, Manufacturing Industry Insights
June 4th, 2014
Mike Shields
CEO & Industry Strategist
Driving the Future of B2B Commerce – CRM Platforms Change the Game

It’s true.  The early days of CRM as Sales Force Automation tools are long gone.  In their place have emerged full-function “Demand Creation Platforms” that completely change the game of Marketing and Selling as we once knew it.  Demand Cr...

Categories: Microsoft Solutions, Manufacturing Industry Insights
May 9th, 2014
Mike Shields
CEO & Industry Strategist
Consultants - Too Much Vision and Not Enough Ability to Execute?

Why do so many people ‘hate’ consultants?  We are almost as disliked as lawyers!  I say this affectionately because I am one of these and two of my brothers are the other. In my days as an industry executive, and especially as a CIO, I became a consultant-wary leader.  I...

Categories: Manufacturing Industry Insights
December 5th, 2013
Mike Shields
CEO & Industry Strategist
Listen Up!

“THEY” are talking… Are YOU listening? I was in a strategy meeting with one of our largest customers this week.  During the meeting, the primary objective was to incorporate some of the latest technology enablers into their overall business strategy.  This is a company...

Categories: Manufacturing Industry Insights
September 20th, 2013
Mike Shields
CEO & Industry Strategist
When Complexity is Free

Free Complexity – How can that be? Thomas Friedman had a great article in the Sunday (September 15, 2013) issue of the New York Times “When Complexity is Free”.  His central point was that innovation and automation have dramatically reduced the historical cycle time and c...

Categories: Manufacturing Industry Insights
July 10th, 2013
Mike Shields
CEO & Industry Strategist
Knowledge Based Commercial Excellence - Configuration - a Game Changer

The idea for this topic came from a number of conversations I’ve had with thought leaders in the configuration space over the past few years. In the course of these discussions it became clear that they believed that this space could become more relevant by becoming a for...

Categories: Manufacturing Industry Insights
June 20th, 2013
Mike Shields
CEO & Industry Strategist
Knowledge Based Commercial Excellence - What's Holding You Back

So what’s been holding companies back when it comes to EXCELLING at differentiation? In summary, it’s been a combination of factors. First and foremost, historically, the cost of differentiation has been high in terms of productivity, cycle time and quality. It has tak...

Categories: Manufacturing Industry Insights
June 5th, 2013
Mike Shields
CEO & Industry Strategist
Moving from "sell what you make" to "make what you sell"

Moving from SELL WHAT YOU MAKE to MAKE WHAT YOU SELL (where the customer drives the solution at the quote and order level)– what are the drivers for differentiation in this segment? There are several: Industry Standards – many product designs can meet the performance r...

Categories: Manufacturing Industry Insights
May 3rd, 2013
Mike Shields
CEO & Industry Strategist
Knowledge Based Commercial Excellence - Change the Game

Full leverage of configuration technology is the KEY to success for many companies in today’s ultra specialized markets. This is a trend that will continue, so mastering the best practices and developing the game-changer solutions is worth every bit of your attention. Th...

Categories: Manufacturing Industry Insights
April 17th, 2013
Mike Shields
CEO & Industry Strategist
Knowledge Based Commercial Excellence (KBCE)

This is an exciting time in our industry… those of us who have specialized in dynamic structures, and complex or mixed mode business solutions are finding a world of increasing demand and new challenges like never before. When I was considering the topics for this series,...

Categories: Manufacturing Industry Insights
August 24th, 2012
Mike Shields
CEO & Industry Strategist
Leveraging Technology to Win Series – Key Learnings - Recap

This is the final post in a series on The Power of Choice – Leveraging Configuration Technology to Differentiate, Simplify, Perform and Win, by Mike Shields, Co-Founder and CEO of eLogic Group. This has been a brief look at the trends toward more differentiation – why it...

Categories: Manufacturing Industry Insights