Maximize your aftermarket revenue by bridging the gap between engineering and sales | Webinar recap
The industrial machine and equipment aftermarket represents a massive opportunity for recurring revenue and long-term customer loyalty.
However, most organizations struggle to grow their aftermarket revenue due to a lack of integration between engineering data and sales execution.
A recent Siemens webinar featuring Dominique Gilles, Portfolio Development Service Lifecycle Management, and Christopher Piela, Portfolio Development Executive, explores how manufacturers can leverage “engineering-defined product truth” to eliminate silos, improve quote accuracy, and drive profitability.
Watch a few of the highlights of the webinar in the trailer below:
The Strategic importance of the aftermarket
The aftermarket isn’t just a secondary business line. It’s a critical source of high-margin, recurring revenue.
Dominique Gilles opens the webinar with a story about a manufacturer with one million units in service that could capture $6 billion in annual revenue if it averages $6,000 in parts and service per unit over a 10-year lifespan.
Despite this potential, many businesses leave money on the table because their sales and service teams lack visibility into asset-specific data, leading to inaccurate quotes and missed upsell opportunities.
Bridging PLM and CRM with Teamcenter SLM
Companies can capture the full addressable market by bridging the gap between Product Lifecycle Management (PLM) and Customer Relationship Management (CRM). This combination creates SLM: Service Lifecycle Management.
Chris Piela and Dominique Gilles explain this early in the webinar:
Combining a PLM like Teamcenter with a CRM like Salesforce eliminates disjointed silos.
Integrating the two solutions allows service teams to access the “as-maintained” digital twin of an asset, ensuring that spare parts recommendations are always grounded in engineering truth.
Unlocking service excellence and sales growth through aftermarket revenue
With a fully integrated PLM and CRM, engineering, sales and service all have access to the same information. With full visibility into the products customers own, everyone throughout a company can be more effective in solving customer problems and issues.
Mr. Gilles discusses the three main use cases for SLM relatively early on in the webinar:
Whether it’s increasing service operations productivity, identifying upselling opportunities or improving the quoting process, every use case for SLM increases and diversifies revenue streams and improves customer service.
AI-driven service excellence
Agentic AI marks the beginning of a new age of productivity for service functions. By leveraging AI on top of combined customer and product data, manufacturers can automate complex service workflows. In the webinar, Mr. Gilles points out that “by leveraging AI on the combination of customer and product data, we can achieve new levels of productivity and efficiency.”
In practice, an AI agent could diagnose machine issues by accessing service history and technical documents in Teamcenter, then automatically generate a work order and step-by-step service instructions in Salesforce.
This level of automation can significantly improve first-time fix rates and reduce asset downtime.
Enhancing service lifecycle management through integrated digital solutions
Effective SLM maximizes asset uptime, ensures customer satisfaction and drives operational efficiency.
Leveraging dedicated customer portals streamlines spare parts management by giving users direct access to their specific purchased assets and service timelines.
IoT alerts and fault code management empowers customers to identify and order the parts they need for specific machine configurations.
A working SLM solution also optimizes the opportunity-to-quote process. Instead of fragmented configuration engines across engineering, manufacturing and sales, a single source of truth ensures every quote is accurate and includes 3D visualizations.
Mr. Gilles talks more about managing different configurations in the webinar:
Integrated digital solutions can help everyone from sales and service to engineering and manufacturing accurately identify spare parts and accelerate the quoting process.
Conclusion
Successfully growing your aftermarket revenue requires a shift from reactive maintenance to proactive asset monetization.
By integrating Teamcenter SLM with Salesforce, manufacturers can deliver service excellence, increase customer loyalty and scale operations to grow new revenues.
Watch the full webinar to see how all these integrations work and learn how you can get started.
