Date: October 20, 2015

Author: Mamali Zarringhalam - Nikon Precision,
Timothy Matanovich - Value and Pricing Partners, LLC


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.

Applicable Disciplines:
Field Services,Service Revenue Generation-Recurring

Growing Customers, Services Transformation, Customer Success, B4B, Business Outcomes

Functional Areas:
Operations,Service Delivery,Strategy