RevOps for Heavy Equipment & Industrial Machinery
Win fleet-level CapEx decisions, enable dealer networks, and compress 12-24 month sales cycles with revenue operations purpose-built for heavy equipment manufacturers.
Why Heavy Equipment Revenue Teams Struggle
These are the operational bottlenecks we solve with structured RevOps for heavy equipment & industrial machinery businesses.
Fleet-Level Decision Complexity 01
Heavy equipment purchases are rarely one-unit decisions. Buyers evaluate fleet-wide standardization, total cost of ownership across dozens of units, and multi-year replacement cycles — requiring enterprise-grade account strategies.
Dealer Network Misalignment 02
Most heavy equipment OEMs sell through dealer networks with varying capabilities. Without co-marketing programs, shared pipeline visibility, and dealer enablement tools, channel performance is inconsistent.
CapEx Budget Cycles Override Intent 03
Even when a prospect is convinced, CapEx approval cycles tied to fiscal year budgets, board approvals, and financing structures can delay purchase decisions by quarters or years.
Aftermarket & Parts Revenue Disconnect 04
Parts, service, and rebuild revenue often exceeds initial equipment sales but lives in a separate silo. Marketing rarely nurtures installed base customers for upsell, cross-sell, or service contract renewals.
Field-to-CRM Data Gap 05
Sales reps and dealer contacts operate in the field, at job sites, and at industry events. Critical deal intelligence stays in email threads and notebooks instead of flowing into CRM for forecasting and automation.
Who's in the Heavy Equipment Buying Committee
Fleet / Operations Manager
Uptime, total cost of ownership, operator training, parts availability
TCO calculators, uptime case studies, operator training programs
VP Operations / COO
Fleet standardization, multi-site deployment, long-term capacity
Fleet planning tools, standardization ROI analysis, capacity roadmaps
Procurement / Sourcing Director
Volume pricing, financing options, vendor consolidation
Volume discount structures, lease vs. buy analysis, vendor scorecards
CFO / Finance Committee
CapEx vs OpEx, depreciation schedules, financing terms
Financial models, depreciation analysis, lease/finance comparisons
Safety & Compliance Manager
OSHA compliance, emissions standards, operator safety
Safety certifications, compliance documentation, training materials
The Heavy Equipment Sales Cycle
Heavy equipment sales involve extended evaluation periods, demo/trial phases, fleet-level ROI analysis, and CapEx approval processes that span fiscal year boundaries. Dealer involvement adds coordination complexity.
Need Identification & Outreach
Fleet replacement planning, new project requirements, dealer referrals
Demo & Field Trial
On-site demonstrations, operator evaluations, performance benchmarking
Fleet-Level ROI Analysis
TCO modeling, fleet standardization benefits, financing scenario planning
CapEx Approval Process
Board presentation support, budget alignment, financing structure finalization
Contract & Deployment
Volume agreements, delivery scheduling, operator training plans
SOHQ Services Mapped to Heavy Equipment
Account-Based Marketing
Engage fleet decision-makers and dealer networks with coordinated campaigns targeting specific accounts and their CapEx cycles
B2B Demand Generation
Publish TCO guides, fleet planning tools, and industry benchmarks that attract operations leaders researching equipment decisions
Sales & Buyer Enablement
Create dealer-ready sales kits, financial justification tools, and competitive positioning decks that work across the channel
Custom AI Agents + Workflows
Monitor fleet replacement signals, automate dealer co-marketing, and score accounts based on CapEx cycle timing and engagement
Insights for Heavy Equipment
Five ABM Case Studies in Industrial Manufacturing
Explore five real-world case studies showing how industrial engineering manufacturers used ABM strategies to close bigger deals and shorten sales cycles.
Sector-Specific ABM for Industrial Manufacturing
Generic ABM fails in industrial manufacturing. Learn sector-specific strategies tailored to each vertical's unique pain points and buyer personas.
Top 5 Challenges ABM Solves in Industrial Sales
Industrial sales teams face extended cycles, complex buying committees, and high-value transactions. Discover five challenges ABM solves effectively.
Unlock Efficiency, Drive Growth, Achieve Excellence Together
Are you ready to revolutionize your business operations and drive sustainable growth? Partner with us for innovative RevOps solutions tailored to your unique needs and goals.
Let's Work Together