April 17, 2018
An adage in business is that “nothing happens until you sell something.” Nothing to install, nothing to service, nothing to renew. Great hardware and equipment manufacturers have been built on great engineers creating great products for great salespeople to sell, and the best of the best repeated this cycle as often as they could. Discussions between customer and supplier revolved around the initial sale, and “services” were comprised of customization and installation and/or support and maintenance contracts. Then, the engineers developed a product refresh and the cycle started all over again. However, as we’ve previously discussed in B4B, the conversations are changing.
In the new consumption-based world, customer/supplier discussions around the initial sale are only the beginning of a much longer conversation. To make matters worse, customers are showing more hesitance in purchasing the asset up front. Many are instead opting to lease the asset or have a trial period before they commit to purchase. Some customers may also lack the skills necessary to manage and implement the increasingly complex technology and need hands-on help to fully adopt all of the product’s features. Lastly, customers are focusing on their core competencies and are asking suppliers to guarantee the return promised in the sales brochure. These changing discussions are summarized below.
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While it’s still true that nothing happens until a sale is made, today’s reality is that much more has to happen after that initial sale. Where can an organization find skilled, trusted advisors that can drive adoption and expansion of accounts in this new model? Look to your field service engineers.
“Trusted advisor” is the coveted status sought by every salesperson on the planet. With customers seeking assistance to fully adopt product features and to reap the promised return on investment, field service engineers are uniquely positioned to provide this service as part of their daily duties. They check all the boxes to be a trusted advisor:
The theme for our upcoming Technology Services World conference in San Diego, May 7-9, is “Blending Service and Sales Motions.” The keynote speakers and breakout sessions will enable you to see how technology companies are leveraging the expertise of both their Sales and Service teams to land, retain, and grow customers. Specifically, there are a number of sessions that will discuss field service best practices for driving adoption and upselling to premium maintenance and support tiers, including:
Become part of the solution and join the conversation by joining us at TSW! There’s still time to register if you haven’t already, and I hope to see you there. In the meantime, be sure to check out other blog posts in our “Blending Service and Sales Motions” series written by other members of the TSIA Research team on how this theme relates to their respective areas of research.
Read more posts in the "Blending Service and Sales Motions" blog series:
Organizational capabilities that technology services businesses must master
Vele Galovski is vice president of research, Field Services, 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.
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