Monetise Advanced Services

Introduction

Monetising advanced services is easier said than done.

What are critical strategies and success factors to monetise advanced services?

Most manufacturers and technical service providers are developing advanced services like remote services, predictive services and data-driven services.

The challenge is, that often customers are not willing to pay for these services. Maybe they even expect lower prices.

While your investments to develop the (technical) infrastructure and advanced capabilities are significant.

In the Executive Service Roundtable of April, we discussed 3 main drivers to monetise services:

• Solve bigger customer problems.
• Articulate the customer value.
• Soluton selling to sell the value.

Kick-Off meeting

April 13, May 10

Key topics discussed:

• Solve bigger customer problems
  With the ongoing digitalisation of customers' operations and the maintenance of their equipment, customers are facing new or other challenges and problems.
  Which are these (new) customer problems?
  And how do your advanced services solve these.
• Articulate the customer value.
  Customers do not want to pay for what you do and the advanced technology you have.
  They do want to pay for the value they get. Service providers have to "connect the dots" for their customers and clearly articulate and demonstrate the value they will get.
• Solution Selling.
  As services become more advanced, marketing and sales need to advance as well. Many aspects change:
  • Decision-makers.
  • Subject matter.
  • Selling skills.
  • Buying obstacles.
  • Sales process.

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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