SERVITISATION : DRIVING GROWTH FOR MANUFACTURERS
DIGITAL FACTORY
To remain competitive in today ’ s rapidly evolving manufacturing landscape , most organisations are challenged to shift from simply selling products to increasing sophistication through solution selling , in other words servitisation . This may just start with a ‘ break-fix ’ style service , through to embedded analytics that let teams know when parts need servicing or replacing .
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SERVITISATION : DRIVING GROWTH FOR MANUFACTURERS
While the shift to servitisation will impact operational and commercial teams , the impact is often larger than expected . Your salespeople , in particular , are typically most impacted and often overlooked . Servitisation offers a new opportunity for boosting revenue and improving customer engagement and retention . And ultimately , it is your salespeople who will have to sell these new services and generate the expected ROI .
For your sales team to be successful in the era of servitisation , they need to change the way they sell . Instead of product-focused practices , they ’ ll need to be more consultative and solution-driven . Change is never easy , and it certainly won ’ t happen overnight . The question is : how can you best help them do this ? And more importantly , how can you make servitisation a success for your business ?
MAY 2020