Market Research Logo

IDC PeerScape: Servitization Practices to Move from a Product Focus to a Service-First Model

IDC PeerScape: Servitization Practices to Move from a Product Focus to a Service-First Model

This IDC study provides examples that highlight how manufacturers can evolve from being primarily product focused to partnering with customers to deliver value through service. This transformation involves the entire organization and demands manufacturers rethink value and what the future of their business should look like."The search for new revenue streams has driven manufacturers to think about new ways they can deliver value to customers. In an environment where products can quickly become a commodity, the ability to solve customer problems and provide enhanced experiences has created an environment where manufacturers have begun to explore service-first model," said Aly Pinder, program director Service Innovation and Connected Products. "Transforming from a product focus to a service-first model, however, demands that manufacturers rethink the entire way they have been doing business. This is not just another initiative or product launch. Manufacturers need to bring the whole team to the table in order to successfully evolve to a state of selling services and not just products."

Please Note: Extended description available upon request.


IDC PeerScape Figure
Executive Summary
Peer Insights
Practice 1: Involve Sales in the Creation of Service Offerings to Increase Buy-In and Understanding
Challenge
Example
Guidance
Practice 2: Highlight Small Wins from Across the Service Life Cycle
Challenge
Example
Guidance
Practice 3: Understand What Customers Value and Focus on What They Are Willing to Pay for
Challenge
Example
Guidance

Download our eBook: How to Succeed Using Market Research

Learn how to effectively navigate the market research process to help guide your organization on the journey to success.

Download eBook

Share this report