COMPONENT MANUFACTURER BUILDS NEW REVENUE STREAMS

Company:

• Component manufacturer for engines and oil industry
• Locations in 50 countries
• 1,200 million € annual revenue / 6,500 employees

Initiatives with Customer Experts:

• Business strategy to sell development services to engine-OEMs
• Definition of engineering core competences 
• Design of engineering offer packages for customers
• Value proposition for the commercial and technical buying personas 

Benefits:

• Payback from day 1: additional sales for engineering services within the project development phase
• Coordinated sales approach between technology and sales
• Fundamental change of customers’ perception: engineering as added value service

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