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Research Report

The State of Services for Industrial Equipment Manufacturers: 2020

For industrial equipment companies, it is a challenge to fight commoditization of products and product-attached services, and to manage the digital transformation.

This report identifies the most relevant business challenges faced by our members. TSIA then translates the challenges into the core capabilities that services organizations of industrial equipment manufacturers will need to embrace to succeed in 2020 and beyond.

Key focus areas for 2020 include:

  • Creating new revenue streams, protecting the traditional ones, and increasing profitability.
  • The alignment of the strategy with new activities to launch digital and IoT-enabled services.
  • Sales and marketing and offer management have to cover the whole life cycle and follow the land-adopt-expand-renew (LAER) model.
  • Service executives are well positioned to push digital transformation in their organization.

Authored By:

Harald Kopp

Director, Industrial Services Research, TSIA

Publish Date: March 6, 2020

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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