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Monday, January 12, 2015

Equipment Quota's: This Far. No Further!

"We've made too many compromises already; too many retreats.
They invade our space and we fall back. 

They assimilate entire worlds and we fall back. 
Not again. 
The line must be drawn here! This far, no further!"

Captain Picard's, "White Whale" speech refers to a relentless invading force moving forward, overtaking more and more.  Equipment quotas are like this - they never decrease, they are automatic, ubiquitous, and numerically exponential.

This was the way of the past - mass production distributed costs across a huge number of like identical products supported through mass marketing -
"you can order any color you like, as long as it's black..." Hank Ford.
The machine quota-driven, customer service experience is being recognized as an oxymoron by the very people you're trying to sell:  the prospect.

The End of Device quotas are Near
  1. Product will be ordered custom 1:1- the end of commodity devices
  2. Production costs will approach zero - 3D manufacturing
  3. Time to market will be measured in hours
  4. All equipment-based transactions will be direct - a myriad strong channel consisting of, specialized providers will service on an ad-hoc basis.
You can start now.  The biggest battle goes on between your ears and in your heart.  If you search yourself, you know real customer service has nothing to do with your 30 equipment forecast.
"When you sell hammers, everybody is a nail."
The day is coming, some owners have already crossed the Rubicon, refusing to play the OEM quota game. Some manufacturers no longer enforce equipment quotas and more will follow or get left on the wrong side of history.

Our niche will be transformed forever; your customer's world is changing too.  Do you have the eyes to see, or are you a modern-day Ahab?

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