Cleaver-Brooks is a complete boiler room solutions provider that manufacturers hot water and steam generation products. The company was founded in 1941 and has been in business for almost 80 years thanks in large part to its smart business decisions and a reputation for innovation earned through its tireless commitment to research and development.
Although Cleaver-Brooks has weathered the test of time and is rapidly approaching a century of delivering some of the world’s finest commercial boiler room equipment, it faced a new and modern challenge. According to a new report from ABI Research, the company’s customers were demanding increased transparency into the performance of their boiler room equipment, and easier, more convenient ways to see the status and operational data that they were generating.
To meet this demand for increased transparency, Cleaver-Brooks needed to identify a way to get the equipment data being generated by their boilers back to the end user. In many cases, these end users embraced and utilized a variety of control platforms with various protocols.
Luckily, a partner that Cleaver-Brooks had already been working with had a simple and effective solution.
Gateways bring Cleaver-Brooks to the cloud
Sierra Monitor had been supplying Cleaver-Brooks with the hardware gateways they needed to help make their devices more connected and interoperable for several years. By working with Sierra Monitor to white label a new type of gateway – one that connected to multiple device protocols and the cloud – Cleaver-Brooks was able to give their devices the ability to push operational data out of the boiler room and up into the cloud.
In additional to utilizing these cloud gateways in their devices, Cleaver-Brooks pushed their innovative functionality and capability further by developing an app that aggregated and displayed the device data in a clear and easy-to-use interface that made it possible for their customers to access it from practically any connected device.
With the application and cloud gateway packaged together into an integrated system and incorporated into Cleaver Brooks’ products, the company has delivered the essential new capabilities and transparency that their customers were demanding. This has helped reinforce the company’s reputation for innovation and created a competitive advantage in the crowded boiler marketplace. But it’s also done something else…
From competitive advantage to revenue stream
The introduction of cloud-enabled boilers has helped to meet customer demand and drive equipment sales, but it also has the potential to open the door to the introduction of new products and services.
Cleaver-Brooks began a process of rolling out new cloud-enabled services and engaging with their customers to identify which of them had value and which were services that customers would be willing to pay for. Using the knowledge they gained, the company launched a remote monitoring package that it made available to customers on a trial basis and that it’s looking to monetize in the future.
The introduction of new services – such as remote monitoring services – enable manufacturers such as Cleaver-Brooks to bring in additional revenue streams aside from the initial sale of their devices. This is essential in today’s commercial and industrial equipment marketplace, where competition is stiff, products are increasingly commoditized and margins are constantly decreasing.
*Featured image courtesy of Cleaver-Brooks.