Middlesex Consulting helps B2B OEMs grow services revenue & profit
We help Industrial equipment OEM’s grow their aftermarket and advanced service revenue and profit while mitigating some of the risks from the continuously changing business environment, including inflation. 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.
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 while mitigating some of the risks from the continuously changing business environment, including inflation. 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.
Our mission is to help you grow aftermarket and advanced service revenue by creating solutions that address unmet customer needs, increasing customer loyalty and sales, reducing churn and costs, and enhancing employee engagement and culture.
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
After a talk about Moving From Products or Services to Solutions at the 2018 SGIA (Specialty Graphics Association) Expo.
Why Inflation, Supply Chain Disruptions Could Be Good For Aftermarket Business
How can inflation and supply chain issues be good for your aftermarket business? The answer is easy: we raise product selling prices and stretch delivery lead times to survive. Both outcomes work together to reduce the number of new products sold, but they do nothing...
Cures Sell Themselves, Prevention Takes Persuasion
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...
Meet or Exceed Your Customer’s Expectations, or Risk Having Her Churn
When a business, either a private or public company or a government agency, embarks on a significant purchase, such as capital equipment, enterprise software, or a combination of both, it typically forms a Procurement Committee. This committee plays a crucial role in...