Smart Strategy in B2B

Learn how to systematically create digital added value for your customers and boost your turnover and profit as a result. Contact us for additional information!

Successful companies in the machinery industry relentlessly offer their customers new added value and demonstrate the financial impact on their business. In doing so, they systematically seize the opportunities of digitization. E.g., they launch innovative Predictive Maintenance Services to collect data from their installed base in a cloud-based platform. This enables them to predict which machine parts are likely to be replaced at which point of time. Customers can profit by saving expensive machine downtime.

By leveraging new business models, successful suppliers charge for the use of their machines instead of selling them through a one-time transaction. As a result, customers can use the freed capital for other purposes and gain additional flexibility. Suppliers can monetize the full lifetime of their machines and generate more turnover and profit compared to a one-time sale.

Our Smart Strategy in B2B enables you to systematically develop and internationally market value-added digital offerings with financially-quantifiable benefits for your customers.

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Process / Results

Take stock of current digital initiatives and of your service portfolio. Which role does service play in your organization? Which data are available from customers and how are they analyzed? Is the size and structure of your installed base transparent?

Is there a clearly-formulated business strategy? Derive digital objectives, strategy and roadmap from your business strategy. Manufacturing-as-a Service and an excellent Customer Journey are the cornerstones of a digital strategy. Cooperate with partners to implement your strategy.

Comfort, money, time, reliability and choice are key customer needs. Consider the needs of your customers┬┤ customers as well. Systematically benchmark yourself with leading companies within and outside your industry. Systematically develop ideas for value-added digital offerings in teams. Test your concepts internally

To market value-added digital offerings, segment your customers by technical competence and readiness to outsource. Define criteria for selecting pilot customers and identify the right contact persons. Develop a strategy to approach pilot customers. Describe value-added digital offerings in detail and quantify the value-to-customer financially.

Build mutual trust in data quality, security, confidentiality, technical competences, relationship and sharing of added value. Monetize your digital offerings using innovative, value-based pricing models such as Subscription, Pay-per-Use oder Pay-per-Performance. Enable Sales and Service to market your offerings in close cooperation.

Define goals, responsibilities and risk-sharing models for all parties involved. Establish appropriate key performance indicators to measure success. Define the roles of your organization┬┤s functions in developing, implementing and delivering digital offers. Corporate culture is the key to digital success.

Sales Strategy

Sales Strategy

Segment and develop Customers. Build competitive Advantage. Select Sales Channels. Define Price Positioning. Align Organization and implement Controlling

Sales strategy translates your Business Strategy into on-the-ground success and drives its implementation at the individual customer level. Sales performance has a direct impact on your financial results. Addressing clearly-defined customer segments with specific offerings at different price points is the linchpin of a successful sales strategy.

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