By Sherman Joshua, director of market development, Global Commercial Marketing, Rockwell Automation
If you’re a machine or equipment builder, you’re contending with more global competition, lower-priced components and other market forces, so you must be able to compete on more than just price. You need to create stronger and more valuable relationships with your customers.
You might already be delivering smart machines and equipment to work toward achieving that goal. However, by providing services that leverage the data and connectivity of smart assets to help end users maximize their productivity, you can provide a new level of value while making both the transition from equipment vendor to trusted partner, and from one-time equipment sales to annual, reoccurring services revenue.
Smart-machine services help differentiate your company and your offerings. They also open opportunities to work more closely with your users by helping them understand and solve the issues that might be holding them back.
This new strengthened relationship can benefit both of you. Your customers gain an expert that knows their smart machines or equipment inside and out and can help maximize their productivity, while you gain a closer partnership with your users.