Turn Your Industrial Excellence into Business Growth

Elaya helps you turn your industrial expertise into a true driver of growth. We support manufacturers and OEMs in optimizing their sales performance, expanding their market share, and creating new sources of growth—particularly through services and recurring revenue models.


's Commitment to Creating Value

Manufacturers and OEMs must transform their industrial excellence into sustainable business growth. As international competition intensifies, value creation increasingly depends on business performance and the development of new revenue streams.

Success depends on a structured approach: assessing business capabilities, rapidly implementing improvement measures, and building recurring revenue streams capable of sustaining growth.

Challenges in Manufacturing

International competitive pressure
New entrants who are more aggressive on pricing are eroding the historical advantage.
Reliance on Equipment Sales
Revenue is concentrated on the initial sale, with no structured after-sales support.
Lack of sales capabilities
Strong technical teams, but a sales force that lacks structure.

Our Support

Sales Performance Audit
Assess business capabilities and identify growth opportunities.
100-Day Action Plan
Quickly implement the top improvement initiatives.
Development of Recurring Revenue
Develop a structure for aftermarket services and revenue streams.
Market Share Growth
Strengthen our commercial presence in priority segments and regions.

Market Dynamics in the Manufacturing Sector

56% of the growth among the top-performing manufacturers now comes from services and the aftermarket rather than from equipment sales alone.
Against a backdrop of increased competitive pressure, the best performers are those companies capable of diversifying their revenue streams. But building these new sources of growth remains a real challenge.
49%
Stagnant market share growth
Executives are seeing their market share remain stable or decline despite sustained investment.
17%
Longer sales cycles
The increasing number of decision-makers involved in purchasing decisions is lengthening sales cycles.
46%
Not ready to sell services
Less than half of sales teams are trained to sell service and aftermarket offerings.
72%
A Lack of Alignment at the Top
Seven out of 10 executives view the lack of alignment between sales and manufacturing management as a major obstacle.

Our Solutions for the Manufacturing Industry

Elaya helps you turn your operational excellence into a driver of business growth. We identify and activate high-impact levers to expand your market share, boost your profitability, and build new sources of recurring revenue.
Sales Performance Audit
Assess your sales capabilities and identify your growth priorities.
Sales Performance Evaluation
Competitive Benchmark
Analysis of the Customer Purchase Journey
Identifying Growth Opportunities
100-Day Action Plan
Quickly activate the most effective sales levers.
Identifying quick wins
Business Process Optimization
Pricing Adjustment
Accelerating the sales pipeline
Sales Organization
Build a sales force capable of sustaining your growth over the long term.
Strategy and Sales Organization
Organizing and Training Sales Teams
Optimization of Distribution Channels
Management and Reporting Systems
Recurring Revenue
, and Aftermarket
Develop new sources of revenue beyond equipment sales.
Structuring the Service Offering
Development of Maintenance Contracts
Customer Loyalty Programs
New Recurring Revenue Models
Improved Margins
Improve your profitability through pricing and operational efficiency.
Value-Based Pricing Strategies
Sales Productivity Gains
Optimization of Management Structures
Reduction in service costs

's Market Share Grows
Strengthen your presence in your priority segments and regions.
Prioritizing Target Markets
Structuring of Distribution Channels
Strategic Account Development
Building Business Partnerships

Our Growth Stories in Manufacturing

These scenarios illustrate real-world results that have been anonymized and summarized based on several projects conducted with manufacturers and OEMs.
Scenario 1

Revitalizing Business Growth

Challenge
An industrial manufacturer had high-performing products but insufficient sales capacity, limiting its growth to 3% per year in a market that was growing by 12%.
Solution
Implementation of a 100-day plan: restructuring the sales force, optimizing pricing, and developing a related service offering.
Result
Revenue growth reached 19% annually, and the EBITDA margin improved by 7 percentage points.
Scenario 2

Sales Performance Audit

Challenge
An OEM wanted to secure its growth trajectory and identify the obstacles to its business performance before embarking on a new cycle of industrial investment.
Solution
Conducting a comprehensive sales audit: customer interviews, analysis of portfolio concentration, and competitive benchmarking.
Result
Identification of €9 million in revenue to secure and €22 million in growth opportunities, with a prioritized 100-day roadmap.
Scenario 3

Aftermarket Revenue Growth

Challenge
A manufacturer generated most of its revenue from the initial sale of equipment, without a structured services offering to capture after-sales value.
Solution
Structuring a maintenance and services offering, developing recurring contracts, and training sales teams to sell services.
Result
The share of aftermarket revenue rose from 11% to 29%, and the overall gross margin improved by 5 percentage points.
Scenario 4

Group-wide Sales Excellence

Challenge
An industrial group had several sites facing similar business challenges, but lacked a shared, structured approach.
Solution
Development of a common sales playbook, standardization of performance metrics, and operational support for each site.
Result
The sites achieved an average growth rate of 21 percent, compared with the initial target of 6 percent, with consistent business performance across the group.

Choose Elaya, your network of Operating Partners who specialize in go-to-market strategies

All of our business experts have proven themselves in demanding environments.
Our consultants are not just theorists, but practitioners who have successfully implemented go-to-market strategies.

Stéphane Amiot

Operating Partner, Manufacturing
Stéphane Amiot is a proven Go to Market leader, with solid experience in leading global teams and executing hyper-growth strategies for major SaaS industry leaders. Currently Chairman and CEO of the French subsidiaries of a billion-dollar US software publisher, he has previously held senior positions at Taleo/Oracle, SHL/Gartner, Cornerstone and ICIMS, and is also a Business Angels, investor and Board Member of several French tech start-ups.

Franck Brunet

Operating Partner, Manufacturing
Franck Brunet is an Operating Partner specializing in accelerating growth and creating value for B2B companies, with more than 30 years of executive experience in France, Europe, and internationally, notably as the former Group Chief Revenue Officer at Sodexo. He has worked with more than 50 business units in over 30 countries, for companies ranging from a few million to several billion euros in revenue. Today, he advises executives and private equity funds on their go-to-market strategies and value creation plans.
Go to Market Excellence
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