Growth Drivers for Technical Services

Introduction

Driving growth is hard work.

Services are increasingly becoming a strategic pillar of manufacturing companies to drive revenue growth and customer loyalty.

However, growth does not come by itself.

In the Executive Service Roundtable of March, we discussed 3 main drivers for growth:

• Increasing Service Coverage.
• Growing your advanced services (portfolio).
• Driving commercial excellence.

Kick-Off meeting

March 9

Key topics discussed:

• Expanding service coverage
  Not all businesses have a service coverage of around 75%.
  So how much room is there to increase service coverage?
  And if your service coverage used to be relatively low, what will make equipment owners engage with your services? They have been surviving without your services so far.
• Growing advanced services.
  We are all on a journey of moving to more advanced and high-value services. 
  Which of these are desirable for your customers and really solve their problems?
  Are these services a given, expected by your customers, or are they willing to pay more for these high-value services?
  Does it require expanding your domain expertise and also moving beyond equipment maintenance services?
• Driving commercial excellence.
  In general, service businesses of equipment and consumable manufacturers do not excel at marketing and sales.
  What does it take to:
  • Increase your market share of the total asset life cycle budget of your customers?
  • Increase contract penetration or attach rate?
  • Commercialise advanced services?
    
    

Our presentations at the beginning of every Kick-Off meeting are accessible to everyone.

The peer discussions after these presentations are for (free) members only.

• Become a (free) member now to join the full Kick-Off meetings.
• Or try one full session first - reserve your seat above).

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View the recording, slides and meeting notes

Only (free) members have access to recordings, slide decks and meeting notes of Kick-Off meetings:

• With a Free Roundtable membership, you will have access to the materials of the Kick-Off meetings you attended.
• With a Flex Access Roundtable membership, you will have access to the materials of all kick-off meetings, also of those for which you did not reserve or did not attend.

Overview of meetings in each monthly Roundtable

Every month, we start a new Roundtable with another theme.

For each monthly Roundtable, we will host 4 online meetings of 1 hour each:

1. A Kick-Off meeting on the first Monday of the Month.
   We present best practices and practical frameworks, after which we have a peer discussion.
2. A first Ask-Us-Anything meeting on the second Monday of the month.
   We will discuss a few of the questions that were submitted by participants beforehand.
3. A Deep-Dive meeting on the third Monday of the month.
   We present a deep-dive on the 1-2 topics participants chose, after which we have a peer discussion.
4. A second Ask-Us-Anything meeting on the fourth Monday of the month.
   To close the topic, we will discuss a few of the questions that were submitted by participants beforehand.

We run each meeting in two sessions to allow participants from most time zones to participate.

The Kick-Off meetings are for all (free) members.

The other three meetings are only for All Access members.

Check out the differences between the different Roundtable memberships here.

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