For all hardware companies, telemetry is the key to growing services profitably with digitally-enabled services and optimizing the total cost to serve. Yet, our TSIA Field Services Benchmark data also shows that building this foundation remains difficult. The key to providing telemetry at scale is to understand and communicate the value of telemetry in two ways—internally, to get the resources to drive it, and externally to customers, to convince them to adopt and consume the telemetry offers that will drive their business outcomes. In this paper, we give guidance and key insights from members on how to present the value of telemetry to customers and internal stakeholders.