27. February 2019
During the last year, we asked ourselves the following questions together with our consortium Partners as part of the project “Selling Smart Services”:

  • How can customers be made aware of the benefits of data-based services?
  • What strategies exist to gain customer trust?
  • How can skills and qualifications that are required to sell Smart Services be developed?

Last week we presented the solutions we worked on, evaluated the strengths and weaknesses of our consortium partners and were able to work out the optimal procedure for each company on the basis of an assessment based on 4 phases. The challenge in this project was not the fact that the project partner all came from different industries, but the circumstance that they all took different approaches when it came to selling Smart Services. While all partners had already thought about how customer segmentation can be carried out with existing criteria, only a few partners had already applied new methods such as a readiness assessment for customers.
The situation was similar in the area of sales organization control. The majority of the partners offered technical second-level support for the sales staff’s customer meetings, but only a few had a special Smart Service Controlling or a key account for this area in their sales management. Pricing had also been approached similarly by all partners analogous to their real products, licensing strategies or bundle offers were hardly available. With our dedicated approach, divided into 8 topic clusters, we were able to focus on each topic and design the next sensible step in the development of selling Smart Services.

In this way, each participant in the study received a product-independent set of solutions with answers and procedures to questions relating to segmentation criteria, the quantification of benefit promises in monetary terms, and the right channel in the sale of Smart Services.

If you are also facing the challenge of introducing and selling Smart Services, we will be happy to help you develop the optimal sales strategy for your Smart Services!