Case Studies Service Lifecycle Management-Aftermarket Services

Problem
Global 500 OEM desired to expand into to multivendor service but wanted validation that MVS was an optimal strategy for growth.

Key Findings

• High demand for MVS within client base
• Competition limited to small, niche providers with limited capability
• Opportunities expand service portfolio and increase revenue
• Perceptions as to whether OEM could execute on promise
• Need for Executive level commitment
• Opportunity to expand presence into new customer accounts

Blumberg Advisory Group Recommendations

• Build business case pro-forma to enter into MVS
• Establish MVS sales, marketing, and support infrastructure
• Develop MVS oriented marketing collateral and sales aides
• Improve data capture of installed base characteristics within customer environment
• Utilized MVS organization to identify new equipment sales opportunities

Results

• 15% increase in the installed base market share
• 30% Revenue growth in services over 24 month period
• 20% increase in profits