For manufacturing companies looking to develop their service business, there is another attractive offer from the University of Twente this year. Under the guidance of experienced business coaches from the field, master students will get their teeth into your issues on B2B marketing, strategy, innovation and servitizing.
After the summer, there is another unique opportunity to tackle issues about B2B marketing, strategy, innovation and servitisation. Together with master students and experts of the University of Twente and the business community.
Looking back on a good start for Savigon. As Chief on Demand, Advisor and Coach, I contributed to various companies in the manufacturing industry and to universities.
Today, all industries acknowledge the need to invest in digital technology. But digitization is not a goal in itself.
In the aftermarket, the servitization strategy will provide direction and purpose to digital transformation: a business model how to best share knowledge with customers. That is why digitization requires a new effort by tech and machining industries to servitize. An effort addressing the emerging opportunities as well as threats from Industry 4.0.
Digitization is the synthesis of the Service Paradox. It is now time for Servitization 2.0 !
Value Selling is a well-known idea in B2B sales and services: focus on the customer value of your solution and harvest satisfied customers at higher margins.
Yet many tech and machining companies continue to rely primarily on the customer relationship rather than the value they add to the customer's business. And they calculate their prices based on costs instead of the value they offer to their customers.
The solution: encapsulate the idea into a practical process and tool that helps salespeople to do their daily job better.
How to improve the maneuverability of Sales & Service teams and get back on track when needed? By continuously monitoring opportunities and risks, measure results and compare with plan on a regular basis and by being trained on problem solving as a team. The Toyota management system provides a practical tool to Sales & Service teams to do this in a structured way!
