Generate demand for your advanced services
The capability to generate demand is critical to monetising your (new) advanced services successfully.This goes beyond good web pages, brochures, and...
2 min read
Jan van Veen
Feb 13, 2023 7:01:42 AM
Monetising advanced services is a mission-critical capability for a successful service transformation. After all, we are all on an exciting journey to grow our service business, launch new, advanced services and strengthen the competitive advantage of our company.
It is frustrating when your customers:
Many service providers see only the first innovative, loyal customers use the new advanced services and struggle to scale up to a larger customer base.
Assuming your service development team did a good job and developed a desirable, viable and feasible service offering that indeed solves a big customer problem, common challenges are:
Customers have a different value perception of your advanced services than your service development, marketing, and sales teams.
An essential part of successfully monetising your advanced services is clearly articulating the customers' value.
Clearly articulate the customers' big problem, the root causes of this problem, the impact on their business and how your advanced service contributes to solving it.
Articulate the customers' value as tangible as possible.
If your service will impact your customers' metric, how much?
If your service reduces a specific risk, what is the potential impact of that risk?
Address the typical obstacles for your customers and how to solve these with your advanced services and related service offerings.
Reduce the risk perception of your customers with proof, case studies, social proof, and other ways to increase the credibility of your service and brand.
I know, all good content, but:
The upcoming Service Transformation Summit on How to Monetise Advanced Services is ideal for discussing this with your peers.
You will get:
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The capability to generate demand is critical to monetising your (new) advanced services successfully.This goes beyond good web pages, brochures, and...
Monetising advanced services is a mission-critical capability for a successful service transformation. After all, we are all on an exciting journey...
It was a pleasure to be at the Field Service Connectt 2022 in Albans (UK) and an honour to chair this event.Some key takeaways in short? Here you go.