Name: How do you sell services on value rather than price?
Start: 2018-03-07T14:00:00Z
End: 2018-03-07T14:00:58.000Z
Location: BrightTALK
Rating: 5

We lead the way in field service management. We continue to innovate within the industry and evolve with our customers as their needs change and grow. This drive for innovation is supported by GE Digital, which recognizes the incredible value of field service to the company’s bottom line and provides solutions that complement Predix ServiceMax. The combined power of ServiceMax with solutions such as the Predix IoT platform and APM enable our customers to transform their service from reactive break-fix model to predictive service that minimizes unplanned downtime.

During the Spring of 2018, ServiceMax commissioned independent research firm Vanson Bourne to uncover the rise and importance of service and asset data across the organisation. 

In this webinar, we will share some of our findings and discuss how digital technology holds untapped insights for almost every line of business.

There are some eye-opening results gleaned from over 600 responses from senior executives working in Field Service and IT across Europe, MENAT and the USA in multiple vertical industries, answering questions such as:

How to increase your revenue by 14% in less than 1 year?
Do executives believe the rise of asset and service data gravity will positively benefit organisations and provide competitive edge?
What are the current asset and service data practices?
Which lines of business in a company are most impacted?
Will asset and service metrics be a crucial value to an organisation if achieved? (uptime, downtime, record maintenance & first-time fix rate)

The Rise of Asset and Service Data Gravity

"Data Gravity" is a term used to describe the phenomenon in which the quantity and the speed at which services and applications are attracted to data, increases as the mass of that data also increases. 

Field Service is a major consumer of company master data but also is increasingly a major provider of new data - a trend which is having a profoundly positive impact on other departments such as R&D, sales and finance.

In this session we will discuss new research from Vanson Bourne and examples of companies from the power industry through to medical device manufacturers who are pioneering when it comes to digital transformation and adoption of the IIoT.

Asset Data Gravity: How the IIoT is Transforming Productivity

Watch this webinar with Aaron Mieswinkel, Director of Architecture, and Anna Startseva, Product Marketing Lead, to learn about ServiceMax IoT integration architecture and how organizations are blending and mining data to deliver recurring value. Service organizations are able to switch to proactive and even predictive service models to guarantee customer outcomes—uninterrupted equipment uptime and exceptional customer experience.

This webinar will cover:

- Achieving uninterrupted equipment uptime and customer experience objectives with Connected Field Service
- ServiceMax IoT-agnostic solution and architecture
- Strategies for implementing Connected Field Service
- Strategies to enrich data from equipment with information from database and ServiceMax

Deep Dive on ServiceMax IoT Architecture and Data Strategies

In this webinar, Jeroen Peters and René Degen, of Comparable B.V. will propose the following:Customer satisfaction surveys is a dead end street, why you may not want to use the NPS score anymore, Customer Satisfaction Score is probably not the most meaningful measurement, new design principles for future customer satisfaction measurements, Using your service engineer as an information source.

New Design Principles for Measuring Customer Satisfaction

When requesting budget for new tooling a service leader's biggest ‘enemy’ is last year’s result. Why would you need extra budget when you’ve had a track record of year-over-year margin contribution without that budget? In this webinar Coen Jeukens, Director of Global Customer Transformation at ServiceMax from GE Digital will explain how you can articulate value above and beyond business as usual. Discover how to use metrics that matter to the decision makers in the board and deliver instant success.

Delivering Service Margin Growth This Year

Changing your focus from product to service

For most manufacturing companies, a significant part of their business already comes from services that are associated with their products. Many executives are asking the question- is there anything after services? The answer is yes. A certain number of companies are already charting the territory of outcome-based services that deliver to the customer the pure utility needed without product ownership or a bundle of different services.

As a result, outcome-based services create growth and profit potential for the company, but as long as the risks are well understood and managed.

Beyond products and services: journey to outcome based services

A lot is asked of workers on the front lines of the power and utilities industry. We expect them to keep the lights on, get the lights back on, constantly improve productivity, and drive profitability and customer. But life is not always easy for them. They are typically forced to deal with multiple IT systems, pull data from multiple sources, work with paper-based records, and respond immediately to unplanned outage on top of their existing list of maintenance tasks.

That's where ServiceMax comes in. This session covers how ServiceMax is enabling companies in the power and utilities industries to vastly increase productivity and efficiencies.

Field Service Transformation for the Power & Utilities Industries

Watch this product overview demo to learn about the ServiceMax field service management platform. ServiceMax is the only complete field service software solution helping enterprise companies manage contracts, scheduling, and parts, while also providing solutions for social, portals, and analytics — all delivered in the cloud to any mobile device.
See How ServiceMax:
1 - Boosts your Service Revenue 
2 - Captures and Delivers the Right Service Metrics
3 - Monitors Daily Activites and Work Order Status
4 - Communicates with Field Service Reps in Real-Time

Predix ServiceMax Product Demo Webinar

The Field Service industry is rapidly evolving, technology is continuously pushing the boundaries of field service efficiency whilst simultaneously customer expectations are becoming ever more demanding. 

Digital transformation is a major trend sweeping across our sector – one direct side effect of which is that increasingly the FSE is often the only face to face human interaction between a company and their customers. So what does this mean for the FSE of tomorrow? How is their role evolving?

The Changing Face of the Field Service Engineer

Keeping your assets running is mission critical for your reputation, customer satisfaction and for keeping costs low, but what is the true cost of unplanned downtime?

The Causes, Costs and Consequences of Unplanned Downtime

Field service automation in the Oil and Gas Industry

Maxpert series: Oilfield Service Delivery

Gain instant insights with service performance metrics

Maxpert Series: Gain instant insights with service performance metrics

Why Installed Products Data is Crucial for Business and How ServiceMax Increases Visibility

Maxpert Series - Installed base management

Why Sync is a Hard Problem and How ServiceMax Excels Offline

Maxpert Series: Why Sync is a Hard Problem and How ServiceMax Excels Offline

Maxpert Series: How to Integrate ServiceMax with ERP

How ServiceMax Entitlements Stop Revenue Leakage and Increase Field Visibility

Maxpert Series - Entitlements

In this webinar, Todd Snelgrove, a Subject Matter Expert on all things "Value", will provide an executive overview of his and Prof Andreas Hinterhuber's bestselling new book - Value First Then Price - Quantifying Value in Business to Business Markets from both a Buyer and Sellers Perspective. Todd's webinar will focus on new, best in class examples, of how companies can calculate, communicate, sell and price for new Service related business, and reduce churn of existing contracts.

How do you sell services on value rather than price?

Profitability

Service Integration

Service Management

Business Change

Digital Transformation

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Mobile Computing

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Enterprise Applications

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Operations

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How do you sell services on value rather than price?

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