AFTERMARKET STRATEGY

Move from selling equipment to creating value throughout its lifecycle

Servitization combines product expertise, operational data and service capabilities to build longer customer relationships and recurring revenue for the manufacturer.

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Servitization is a business-model transformation

It is not simply maintenance added to a machine sale. It means designing an ongoing value proposition around the outcome the customer needs: availability, performance, quality, reliability or operating cost. To deliver this at scale, manufacturers need visibility over the installed base, the ability to turn machine data into decisions, and digital tools and processes for their aftermarket teams.

Four capabilities that must progress together

The transition works when strategy, operations, technology and people evolve in a coordinated way. ii40_Connect provides the digital infrastructure and tools to turn that vision into services that can be delivered consistently.

Customer value proposition

Identify meaningful customer problems and translate them into services with a clear scope, service level and expected outcome.

Commercial model

Structure packages, contracts and indicators that move the business from one-off interventions to predictable, recurring relationships.

Data and technology

Connect the installed base, contextualize data in a digital twin and turn operational signals into alerts, diagnosis and actionable knowledge.

Organization and delivery

Align sales, aftermarket, engineering and operations, with clear responsibilities, capabilities and processes for reliable delivery.

Value for manufacturers and their customers

Recurring revenue and greater predictability

Customer relationships across the full lifecycle

Proactive aftermarket service based on condition and context

Continuous product improvement from real operating data

A progressive journey, not a single leap

Connect and make visible

Capture equipment status, alarms, usage and context to provide monitoring and remote support from a reliable data foundation.

Analyze and optimize

Apply KPIs, diagnostics and analytical models to improve availability, performance, maintenance and decision-making.

Contract for value

Package digital capabilities into defined services and, when maturity allows, progress towards commitments based on agreed outcomes.

INITIAL ASSESSMENT

What is the Servitization Index?

It is a structured assessment of how prepared a company is to design, sell and operate advanced services. It is neither a certification nor a score in isolation: it creates a disciplined strategic conversation, recognizes existing strengths and exposes the gaps that constrain the next step.

What we review

Service strategy and value proposition
Customer insight and commercial model
Aftermarket processes and delivery capability
Data, connectivity and technology architecture
Organization, culture, skills and governance
Metrics, learning and continuous improvement

How it is used

Assess the current position

We compare objectives, capabilities, resources and infrastructure with the company's service ambitions.

Prioritize opportunities and gaps

We identify valuable use cases and the commercial, operational and digital enablers that require attention.

Define a roadmap

We sequence initiatives into realistic phases, beginning with measurable pilots and clear criteria for learning and scaling.

The outcome

A shared view of the starting point and a practical direction for progress: priorities, initial service opportunities, capabilities to develop and indicators for tracking progress. The scope is adapted to each manufacturer's situation.

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