Overview - Sales DNA and a Service heart

Managing Service Profitability in the Age of Digital Transformation

Editor's note: This post was co-written by Joe Kenny and Coen Jeukens. It is an age-old dilemma for Operations Managers ...

07/10/2024 / #attachrate, #brandimage, #chiefrevenueofficer, #contractrenewal, #conversion, #customerexpectation, #customerexperience, #installedbase, #margincontribution, #revenue, #servicecontract, #servicelevelagreement, #upsell, #voiceofthecustomer, English, Sales, Service

Sustainability by Design: How Service Lifecycle Management and Digital Thread Drive Efficiency

At this year’s 21st service management forum, ASAP will feature “the servitisation revolution for sustainability.” While both keywords attract attention, ...

23/09/2024 / #designforservice, #mtbf, #planversusactual, #productlifecycle, #repairability, #righttorepair, #servicelifecycle, #sustainability, DigitalThread, English, Service

Monetizing End-of-Life Assets

When we buy a product, we have an expectation of how long we’ll be able to use it and how ...

20/09/2024 / #costtoserve, #decommissioning, #endoflife, #investmentdecision, #monetisation, #productlifecycle, #productreplacement, #refurbished, #retrofit, #servicelifecycle, #technicallifecycle, English, Sales, Service

Unlocking Revenue Potential Across Teams: A Cross-Functional Approach

Your company designs and builds great products. For each product sold, you’re making a margin. In a market with growing ...

20/09/2024 / #businessmodel, #capex, #engineering, #leakage, #monetisation, #opex, #planversusactual, #resellers, #revenuegrowth, #sales, #servicelifecycle, #servicesportfolio, English, Sales, Service

How to Keep Frontline Field Service Techs Engaged and Boost Productivity

Problem solving, we are consistently told, is one of the key skills of the modern workforce. That ability to recognize ...

14/08/2024 / English, Service

Using Engineering Information to Achieve a More Efficient Service Delivery

In my previous blog, I wrote about the blindfold-challenge; sending a service technician into the field with impaired visibility on ...

16/02/2024 / #assetcentricity, #efficiency, #enginering, #maintenanceengineering, #planversusactual, #sbom, #servicedelivery, #servicelifecycle, #sparepartslist, English, Service

Back to the Future: Should Service Execution begin with the handover from Engineering?

I had the privilege to present to the Advanced Manufacturing Research Centre (AMRC) of the University of Sheffield. Their website ...

07/12/2023 / #designformanufacturing, #designforservice, #handover, #heroonsite, #intellectualproperty, #lifecycle, #maintainability, #maintenanceengineering, #proactive, #reactive, #sbom, #serviceexecution, Category, English, Service

How OEMs Can Service Products Sold Through Indirect Sales Channels

Imagine you are an Original Equipment Manufacturer (OEM) who designs and manufactures fantastic products. You sell these products through a ...

05/09/2023 / #asbuilt, #asdesigned, #asmaintained, #assold, #customerrelationship, #datavalue, #digitalthread, #indirectsales, #installedbase, #oem, #productrelationship, #servicedelivery, English, Sales, Service

Digital Thread: Closing the Loop

For more than 25 years I’ve worked in the after-sales domain. Hardly ever I came across the words Digital Thread ...

10/05/2023 / #aftersales, #asset data, #designforservice, #digitalthread, #engineering, #engineeringchange, #infinityloop, #maintenanceengineering, #servicelifecycle, Engineering, English, Service

Digital Thread: How the Service Bill of Materials Enables Cross-selling & Upselling

It’s 2010, and an OEM has asked me to blueprint their after-sales organization. I went to our sales executive and ...