Date: May 05, 2015

Author: Harald Kopp - TSIA


The product business is for most manufacturers of industrial equipment highly competitive and volatile. Service revenues are more predictable and stable. Nevertheless, most manufacturers of machines, all kind of instruments, industrial automation and equipment, in general, are still product centric.

Contracts are improving the customer relationship and customer intimacy with cross- and upsell opportunities.

This session will give you insights:

  • The latest trends in services. You get the result of TSIA’s Industrial Equipment & Technology 30 Index.
  • The results of TSIA Service Revenue Generation Benchmark Lite Study for industrial equipment and technology manufacturers.
  • Which capabilities and practices are needed to push the business with maintenance and support contracts?
  • How to improve customer relationship and customer intimacy with cross- and upsell opportunities?

This session addresses especially the challenges of manufactures of machines, instruments, automation technology and equipment.

Applicable Disciplines:
Education Services;Field Services;Professional Services;Service Revenue Generation-Recurring;Managed Services;Support Services;Expand Selling;Customer Success

Business Outcomes; Customer Success

Functional Areas:
Service Delivery