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On Demand Webinar

Creating Field Service Offers that Increase Customer Value

There’s no doubt that service revenue for hardware and equipment manufacturers is important – it accounts for 18% of total company revenue. And 90% of this revenue comes from support, maintenance, warranty, and spare parts offers. However, service margins are flat, and they still lag equipment margins.

This is why the number one question from our member companies is how to create differentiated field service offers that increase customer value.

For technology companies with hardware and equipment that needs to be serviced on site, this 30-minute webinar will provide insight into how to identify and develop new field service offerings that deliver business value to customers, as well as how to get paid commensurate with the value provided.

Key takeaways will include:

  • How to have an effective process for developing and deploying new service offerings
  • How to ensure SLA standards that meet customer needs, are competitive within the industry and closely integrated with your support capabilities
  • How to create a process for pricing technology solutions based on the actual business value realized by the customer
  • How to analyze actual customer usage data to determine new service and product offerings


Presented By:

Vele Galovski

VP Research, Field Services, TSIA

Publish Date: August 24, 2018