How To Arm Your Field Force To Grow Revenue

By Brian Albright, Field Technologies

For field service organizations to make the shift from cost center to a profit center, technicians need the right tools and skills.

Service used to be considered a cost center at most companies, but that has gradually changed in most organizations. Service is now seen as an important profit center, and more organizations are searching for ways to generate new revenue via tiered service contracts, value-added services, and other offerings.

“In most manufacturing companies I encounter, services revenues are growing more than twice the underlying product revenues,” says Dave Yarnold, CEO of ServiceMax. “CEO’s are hungry for top-line growth, so I see this trend accelerating.”