How do you communicate the value of predictive maintenance to stakeholders and customers?

1 Know your audience

Different stakeholders and customers may have different priorities, concerns, and expectations when it comes to maintenance. For example, senior managers may care more about the return on investment (ROI) and the impact on the bottom line, while operators may care more about the availability and performance of the equipment. Therefore, you need to tailor your message and language to suit your audience and address their specific needs and interests.

2 Use data and evidence

One of the best ways to demonstrate the value of PdM is to use data and evidence to back up your claims and show the results. For example, you can use metrics such as mean time between failures (MTBF), downtime reduction, maintenance cost savings, energy efficiency, and customer satisfaction to quantify and compare the outcomes of PdM versus traditional maintenance methods. You can also use case studies, testimonials, and success stories to illustrate how PdM has helped other organizations or customers achieve their goals and solve their problems.

3 Explain the process and benefits

Another way to communicate the value of PdM is to explain how it works and what benefits it brings. For example, you can describe the steps involved in implementing PdM, such as installing sensors, collecting data, applying analytics, generating insights, and taking actions. You can also highlight the advantages of PdM, such as reducing unexpected breakdowns, extending equipment life, optimizing maintenance schedules, improving quality and productivity, and enhancing safety and compliance.

4 Address the challenges and risks

While PdM has many benefits, it also has some challenges and risks that may deter some stakeholders and customers from adopting it. For example, some may be concerned about the upfront costs, the technical complexity, the data security, or the organizational change involved in PdM. Therefore, you need to acknowledge and address these issues and provide solutions and assurances to overcome them. For example, you can show how PdM can pay for itself in the long run, how it can integrate with existing systems and processes, how it can protect data privacy and integrity, and how it can support staff training and development.

5 Engage and collaborate

Finally, you need to engage and collaborate with your stakeholders and customers to communicate the value of PdM. This means listening to their feedback, answering their questions, addressing their concerns, and involving them in the decision-making and implementation process. By doing so, you can build trust, rapport, and buy-in for PdM and create a win-win situation for everyone.

6 Here’s what else to consider

This is a space to share examples, stories, or insights that don’t fit into any of the previous sections. What else would you like to add?