Blending Service and Sales Motions in Industrial Equipment

Posted by Harald Kopp on 3/14/18 5:00 AM

Offering smart, connected products and monetizing IoT services requires a collaborative approach between Sales and Service teams across the board. The moats between Sales and Services need to be crossed, but to do this, organizations also need a blend of Marketing, Sales, and Service motions to maximize customer lifetime value.

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Topics: industrial equipment, internet of things (IoT), hardware manufacturers, equipment manufacturers, smart, connected products, smart services, Blending Service and Sales Motions

Why Hardware Suppliers Need Artificial Intelligence, Business Analytics, and Machine Learning

Posted by Vele Galovski on 9/1/17 5:00 AM

If you’re an industrial equipment, telecommunications, or healthcare organization with hardware on a customer site, you’re going to want to understand how artificial intelligence (AI), business analytics, and machine learning fit into the picture. Through conversations with our membership community and TSW conference attendees, it’s become clear that these are are all hot topics that technology suppliers are interested in learning more about but are still having a hard time understanding. In this post, I’ll share what each of these terms mean, how they are fitting into the business strategies of hardware suppliers across the industry, and how you can learn to apply these emerging and highly beneficial capabilities and apply them to your business.  

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Topics: data analytics, healthcare, industrial equipment, internet of things (IoT), hardware manufacturers, smart, connected products, analytics, smart services, machine learning, telecommunications, artificial intelligence (AI), business analytics, remote services continuum

3 Key Mobility Practices for Field Service [Infographic]

Posted by Vele Galovski on 3/14/17 5:00 AM

Everyone wants to grow their services revenue, and for hardware manufacturers that have traditionally been product-focused, this might seem like a big challenge to overcome. However, hardware manufacturers that have made the transition to the service engine business model have been able to accomplish this goal with remarkable success. Their secret? Using mobility platforms to improve their operations, efficiently deploy their workforce, and help their customers get the most out of their products and services. In this infographic, you’ll see how much these service engine companies were able to grow their services revenue through mobility when compared to the hardware manufacturing industry as a whole.

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Topics: mobility, field services, infographic, hardware manufacturers, services revenue generation

Welcome New TSIA Members! January Edition

Posted by Technology Services Industry Association on 1/30/17 11:16 AM

At TSIA, we are dedicated to helping services organizations both large and small grow and advance in the technology industry. We'd like to take the opportunity to welcome our newest members, as well as acknowledge companies already a part of the TSIA community who have recently expanded their membership to include additional service disciplines TSIA has to offer. Here's a little bit about each company, in their own words.

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Topics: big data, cloud, services, healthcare, SaaS (software-as-a-service), New TSIA Members, hardware manufacturers, analytics, biotech

6 Tactics for Achieving Your Strategic Plan

Posted by Vele Galovski on 1/3/17 8:58 AM

In my last post, I shared the top 4 reasons why 9 out of 10 strategic plans fail. Now that we're in a new year and need to put these plans into motion, you'll need to get everyone in your company moving toward your established goals. In order to do this, it's best to make your strategic plan as focused and as simple as possible, but not too simple. Here are 6 tactics you can use to improve your strategic plan's success rate and achieve your goals.

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Topics: field services, industrial equipment, hardware manufacturers, strategic plan, How to Achieve Your Strategic Plan

Welcome New TSIA Members! December Edition

Posted by Technology Services Industry Association on 12/21/16 5:00 AM

At TSIA, we are dedicated to helping services organizations both large and small grow and advance in the technology industry. We'd like to take the opportunity to welcome our newest members, as well as acknowledge companies already a part of the TSIA community who have recently expanded their membership to include additional service disciplines TSIA has to offer. Here's a little bit about each company, in their own words.

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Topics: cloud, healthcare, professional services automation (PSA), SaaS (software-as-a-service), marketing, New TSIA Members, HHIT, hardware manufacturers, software

[Free Ebook] Why Services is the Big IoT Opportunity for Hardware Manufacturers

Posted by Technology Services Industry Association on 10/13/16 5:00 AM

As our world becomes more connected, the resulting technological climate has had a growing impact on the way traditional hardware manufacturers run their businesses. “Why Services is the Big IoT Opportunity for Hardware Manufacturers," a free ebook by TSIA's Vele Galovski and Harald Kopp, is a roadmap hardware manufacturers can use to navigate the path to digitization and unlock the new business opportunities presented by smart services and the Internet of Things (IoT). 

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Topics: industrial equipment, internet of things (IoT), Technology Services World Conference, hardware manufacturers, ebook, smart services

4 Steps to Successfully Move from Hardware to Software and Services

Posted by Neil Jain and Chris Kammerer on 9/15/16 6:30 AM

The world has been changing over the past 10 years for hardware companies. Today, faster innovation cycles and falling barriers to entry are driving commoditization, virtualization is fueling demand for software running on industry standard hardware, and everyone is chasing higher margin, recurring revenue offers. Hardware companies are responding to these shifts by augmenting their portfolios to include more software and services offerings, but many are struggling with the transition.

Whether your company is looking to break into a complementary software market, enhance your hardware products with managed services, or respond to the virtualization trend, here are four key steps you should take to address common challenges hardware companies face.

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Topics: XaaS (x-as-a-service), managed services, service revenue generation, services, service offers, TSIA Partners, hardware manufacturers

[Infographic] How the Internet of Things is Impacting Hardware Manufacturers

Posted by Technology Services Industry Association on 9/9/16 6:30 AM

In an increasingly connected world, the Internet of Things (IoT) is forcing traditional hardware manufacturers to rethink how they run their businesses. The historical make/sell/ship business model is no longer sufficient now that customers expect providers to help them save money and improve their business outcomes. To respond to changing customer demands and offset the industry-wide trend of declining product revenues, many hardware manufacturers are embracing smart, connected products to create new revenue streams. In this infographic, you'll see just how IoT is impacting hardware manufacturers and why embracing digitization is crucial to improving revenue growth in a rapidly changing technological climate.

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Topics: infographic, industrial equipment, internet of things (IoT), hardware manufacturers, equipment manufacturers, smart, connected products, smart services

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