Prochain webinar de l'AFSM
La CFSMI, fédération européenne des AFSM, organise un webinar en anglais, sur « comment faire évoluer votre modèle économique de la vente de produits à la vente de services (SAV, Support…) », le 6 novembre 2017 à 16h00.
Transforming from a Product Reseller to a Managed Services Provider
Managed services have become the logical solution in this ever-changing environment. Resellers, and even many manufacturers, are still looking at support services as technical services. But this is not enough. We all need to partner with our customers. There is no ready-to-use method to make this transformation, but a framework of what is key to know. During this webinar, Dimension Data will share their experience and approach.
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“Creating and pricing differentiated field service offerings”
From the example at Kodak Alaris, we will show how the price structure could be different for value added services.
Kodak Alaris is a global leader in high-volume scanning equipment and services. Bank, insurance and healthcare organizations rely on KA offerings to efficiently and accurately process tens of millions of pieces of paper every day. In order to drive higher margins across its portfolio, KA decided to look closely at its offering design and pricing practices, particularly in services, to identify opportunities to increase profitability. During this session we will describe KA’s work process to identify and scope the opportunities, particularly identification of customer value drivers, information gathering, market segmentation, value quantification, and offering structure.
“How to squish the Fish in Field Services and… Survive!”
To truly distinguish themselves from competitors, deliver greater value to customers, and grow more profitably, B2B companies need to build up the right organizational model to deliver the solution to the customer… if they don’t want to customer contract models to be out in front of ability of the company to handle them.
Then come some difficulties with further investments to make before to make any further profits…