Middlesex Consulting helps B2B OEMs grow services revenue & profit
With Sam’s 34+ years of service management and consulting experience, we are dedicated to partnering with industrial equipment OEMs and dealers. We aim to increase your aftermarket and advanced service revenue and profit. Our tailored service products help your customers achieve their desired outcomes while your time-to-value for aftermarket services usually starts within three months.
Middlesex Consulting can help B2B OEMs grow services revenue & profit
We help Industrial equipment OEM’s grow their aftermarket and advanced service revenue and profit. We do this by creating offerings that achieve your customer’s desired business outcomes. Your time-to-value for aftermarket services usually starts within 3 months.
We collaborate with our clients to co-create solutions that address unmet customer needs, increase customer loyalty and sales, reduce churn and costs, and enhance employee engagement and culture while mitigating risks from the continuously changing business environment.
Service Revenue Growth
Using service marketing techniques, we uncover incremental revenue opportunities and estimate their annual revenue impact. Then, we prioritize and commercialize them according to which will deliver the most profitable outcome quickly, so you can achieve some early wins and successes.
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Customer Value Creation
We use our proprietary “Customer-centric Market Discovery” methodology to create new and/or updated Services to ensure you achieve your desired business objectives and to answer your most challenging business questions. Finally, we help you craft clear and concise value propositions for each of your service offerings.
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Customer Loyalty
We are deep in the Experience Economy and aftermarket support is the last business differentiator. Our CSAT services focus on:
- CSAT assessments
- Customer journey mapping
- Data collection, analysis, and action plans
- Employee engagement measurement and improvement.
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If you want to grow field service revenue and profit, and deliver customer success ...
REACH OUT TO USTestimonials
Middlesex worked with Malvern to identify and implement modifications to their existing contract offerings that increased both their contract acquisition and retention rates. We also identified area where they could improve their service marketing efforts and improve their Customer Satisfaction and Loyalty.
“Sam has been a trusted advisor for several years now. His extensive research and experience in evolving customer needs has been critical to ensuring that services offered provide significant value to the customer. This enables both parties to benefit from the partnership rather than a simple vendor and supplier relationship. Anyone looking to understand the latest in leading edge services should spend some time speaking with Sam and his team.“
Verso Software specializes in creating systems that improve internal workflow and data security using both AI and Blockchain. Middlesex Consulting is partnering with Verso to develop a Go-To-Market strategy for a product focused on the Aftermarket business of Industrial OEMs.
“Sam is a joy to work with, his combination of experience, expertise and methods has significantly helped us define a cohesive “go to market strategy” for our VERSO software business. Sam uses his excellent communication/coaching skills to help clients uncover essential product management tactics, in a fashion that is thoroughly understood and embraced by internal teams. I look forward to continuing to work with Sam!”
At Hamer-Fischbein (now NVENIA) we provided the steps to immediately improve customer satisfaction and build the foundation for offering service contracts. Then, based on customer interviews, we defined and priced a series of new offerings to create recurring revenue and improve overall customer retention.
“Ridiculously efficient is the phrase that comes to mind when I think about Sam. I was an avid reader of Sam’s articles and then I hired him for a consulting engagement to improve our service operations and develop service contracts. His research became the cornerstone of my strategy. I was particularly impressed by Sam’s ability to provide statistical analysis and observational insight from data and customer surveys. No matter the issue we faced, Sam had gone through it and had recommendations on how to address it. Sam earns my highest recommendation for projects to grow service revenue.”
When You Start Making a Big Decision, First Talk with the People Involved
A discussion of why and how using customer and employee inputs helps you make better decisions
Use Customer’s Expected Response Time to Segment Service Products
Every B2B customer expects how quickly they want to be served by each portion of each service operation and frequently with each serial-numbered product. For example, my HVAC service company does preventative maintenance procedures on my heating and cooling systems....
Uncover the Reasons People Fail to Renew Service Contracts
Why Do People Buy B2B Service Contracts Before we discover why people fail to renew service contracts, we must understand why they buy them. Before COVID, the people who purchased service contracts were at the Manager level. They were responsible for ensuring the...
How to Grow Spare Parts Sales for Aftermarket Revenue and Profit
Introduction This year's most viewed article on the Middlesex Consulting blog list is "How Should I Price Spare Parts?" When I first saw this statistic, I wondered why it was so popular. Then, I realized that spare parts sales are usually the most significant...