Industrial Services: How to Sharpen the Go-to-Market Strategy

Item Type Newspaper
Abstract

Industrial companies are sharpening the focus on growing their service business, as machinery buyers prioritize conserving cash and extending the life span of their existing equipment.

But many have had trouble landing on the right go-to-market strategy.

The most successful companies systematically identify market and customer opportunities, define the route-to-market and commercial responsibilities, and rigorously manage the service sales team’s performance.

Authors Strempel, Karl; Karlsson, Mattias C.; Lewis, Tamara; Roth, Pascal; Classen, Moritz & Friedli, Thomas
Language English
Subjects business studies
HSG Classification contribution to practical use / society
HSG Profile Area SoM - Business Innovation
Date 12 July 2021
Official URL https://www.bain.com/insights/industrial-services-...
Depositing User Moritz Classen
Date Deposited 12 Jul 2021 17:38
Last Modified 12 Jul 2021 17:39
URI: https://www.alexandria.unisg.ch/publications/263473

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Citation

Strempel, Karl; Karlsson, Mattias C.; Lewis, Tamara; Roth, Pascal; Classen, Moritz & Friedli, Thomas: Industrial Services: How to Sharpen the Go-to-Market Strategy. (2021),

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https://www.alexandria.unisg.ch/id/eprint/263473
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