When my colleague Lalit Mohan Chandra Bhatt shared the title of this post on LinkedIn, he captured a fundamental truth in the B2B world. I couldn’t get the statement out of my mind because a large and growing number of service products are preventative. And I was sure that these services were not being presented in a way that would encourage buyers to sign up for them.
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Sam Klaidman is the founder and principal adviser at Middlesex Consulting. He helps his B2B product manufacturing clients grow their service revenue and profitability by applying the methodologies and techniques associated with Customer Value Creation and Customer Experience professions to assist his clients in designing and commercializing new services and the associated business transformations. Contact Sam here.
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