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Internet of Things
In our last post, Smart Products Need Smart Services: How IoT Affects Industrial Equipment, we introduced the TSIA Remote Services Continuum, which provides a framework for companies that have implemented or are considering incorporating smart, connected products as part of their product portfolio. Today’s post will go into more detail on the first and, by far, most common step along the continuum: Service Efficiency.
TSIA defines the primary objective of service efficiency in the remote services continuum as to reduce service costs and improve responsiveness to service incidents.
Connected products enable the capture and analysis of data, including: self-diagnostics, monitoring critical components to understand failure rates and key component performance using data like temperature, vibration, fan / motor RPM, voltage, and drives.
Collecting data to monitor key components, get performance feedback, and identify actual usage patterns can ultimately reduce the total cost to serve and improve responsiveness to incident, while simultaneously increasing customer satisfaction. These benefits make the implementation of smart, connected products a popular initiative for many service organizations.
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A TSIA member from the enterprise hardware and software industry implemented smart, connected products to diagnose and dispatch service requests without human involvement resulting in the following improvements:
Other benefits realized by TSIA member companies that have focused on driving service efficiency include:
The financial benefit of optimizing service delivery channels is significant and undeniable. The shift of incident resolution from a high-cost, direct-labor channel to tech-assisted support has resulted in a total service delivery cost savings approaching 50%.
Leveraging self-diagnostics to optimize spare parts management is another significant benefit. The ability to quickly and accurately generate an Automated Service Request (ASR) for a failed part improves both First Visit Repair Rates and reduces Mean Time to Repair. An accurate diagnosis of the problem is automatically provided to the field service engineer before arrival on site, including instructions for the repair and how to install the replacement part.
Product asset information is made available for analysis and verification of issues. This information provides automatic feedback into the knowledge base which is used for future product improvements. The product asset information is also used for automatic revision level upgrades and downloads.
The development of a knowledge base to support service efficiency has an added benefit for talent management. A TSIA member company utilized the knowledge base to reduce the time to bring a new support representative on board while increasing employee satisfaction and reducing employee attrition rates.
The use of smart, connected products captures the actual Mean Time Between Failure for critical components, which can then be used to optimize preventive maintenance programs.
The pursuit of these types of benefits has led to an explosion of connected devices. It is estimated that there are over 10.7 billion objects connected to the internet today, and that number is expected to grow to 50 billion by 2020. One TSIA member experienced as much as a 115% increase in the number of connected systems. As more companies enable their equipment and software to gather data and diagnose problems remotely, customer expectations for improved performance will only grow.
This is why service efficiency is a great start, but suppliers are beginning to run into a few problems:
In our next post, we will take a closer look at how smart, connected products in the age of IoT can give the benefits of service efficiency while more positively impacting the customer in Process Optimization.
Read more posts in the “Intro to IoT” series:
Post Date: May 14, 2015
Vele Galovski is vice president of support and field services research for TSIA. Using his nearly 30 years of industry experience, he has consistently helped companies both large and small drive double-digit top-line growth with a proven retain, gain, and grow strategy. Vele has also written a book, The Perpetual Innovation Machine, which describes a holistic approach to management based on ambitious goal setting, data driven analysis, skillful prioritization, inspiring leadership, and the lost art of employee engagement.
Professor Harald Kopp, is director, Industrial Services Research, for TSIA, as well as a teacher in a MBA program for sales and service engineering at Furtwangen University, Germany. His focus is chiefly on services in industrial automation, equipment, instruments and technology companies. He has 20 years of experience in the areas of research, consulting and management in industrial services, supply chain management, and IT-Management in industrial equipment, automotive and enterprise IT industries.
The Technology & Services Industry Association (TSIA) is dedicated to helping technology and services organizations large and small grow and advance in the technology industry. Find out how you can achieve success, too. Call us at (858) 674-5491 or we can call you.