Conference Presentation

Rethinking Field Support Services through the Lens of Strategic Pricing

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In an effort to improve the long-term performance of its field services business, Nikon Precision Inc. embarked on a strategic initiative to rethink its service offerings and approach to pricing. Focusing on desired customer outcomes, and using value segmentation, Nikon discovered both new value and revenue generation opportunities as well as opportunities to lower cost, for both customer and the company. In addition, by tying services to customer value drivers and quantifying business impact, Nikon learned to focus its efforts on those things that truly drive customer purchasing decisions.

TSIA is well worth the investment. This is the one place where you can come and get a fusion of ideas that you can then marry up to the goals and objectives of your organization and boil that down into several actionable plans that you can implement over the next 6 months to a year.

Peg Rodarmel, SVP, Subscription Services, Infor

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