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Format: Intimate discussion group of senior service leaders. We set a broad agenda and respect the experience and insight amongst the group to allow the discussion to move in the direction the group sees as most productive.
Duration: One and half hours
Initial points for consideration:
- Should we have specialist sales teams to sell servitization?
- Who on the customer side should we approach when selling servitization?
- What role should service leadership play in driving revenue from advanced services?
- Are the benefits of servitization effectively marketed?
- How closely and frequently should we be working with colleagues in sales and marketing?
- Do field service engineers need to understand advanced services? Are they best-positioned to sell the benefits?
