Tag: Business Model Transformation
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The Evolution Of The Field Service Engineer: From Service Provider To Trusted Advisor
This post was originally published as a guest column in Field Technologies Online. Nothing happens for equipment manufacturers until something is sold. Nothing to install, nothing to service, nothing to renew. Great hardware and equipment manufacturers have been built on great engineers creating great products for great salespeople to sell. And the best of the…
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Technology And Big Data: Reinventing The Customer-Supplier Relationship
This post was originally published as a guest column in Field Technologies Online. The marketplace for equipment manufacturers is rapidly moving from a pure product focus to a customer outcome-based focus. With this change, every manufacturer will be faced with the hard truth that their customers are changing the way they purchase. New customer expectations,…
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The Future of Field Services
This post was originally published as a guest column in Field Technologies Online. Traditional hardware manufacturers and original equipment manufacturers (OEMs) are all struggling with profitable revenue growth. The historic business model that was based on “Make, Sell, Ship + Attached Service” has either collapsed or is showing signs of duress. So, who can OEM’s…