Improve your Win rates in service selling with data

The one-size-fits-all service approach does not work in today's business environment. A high focus on a-la-carte service offerings based on customer needs is a better approach.

As a manufacturer or service provider, you have all the data related to the sale and maintenance of the equipment. You must map all the data into a big data cube for slicing and dicing.

The traditional static cost-plus model has lacunae. It may not help you win in services. To win in services, your pricing should be more dynamic, depending upon the parameters and characteristics that influence pricing. A transaction cube with all the past transaction data, competitor pricing, and other equipment-related or order-related parameters will help you find the right margin for your spare parts and services.