Machinery Industry, Business Development/Strategy
Streamlining Sales to Boost Predictable Aftersales Income
Problem Statement
MachineryCo, a global marine equipment provider, aimed to grow recurring revenue but faced inefficiencies in its sales process, including unclear roles, fragmented handovers, and limited visibility into customer needs and inspection follow-ups.
Manual coordination with engineers, slow quotation response, and inconsistent inspection reporting resulted in delayed conversions, underused Account Manager time, and missed service opportunities.
Without targeted improvements, MachineryCo risked losing share to more agile competitors, underutilizing high-margin service offerings, and failing to convert inspections into repeat business.
Key Objectives
Map internal sales and service processes to uncover friction points and lost opportunities
Identify and prioritize levers to improve Account Manager’s productivity and quoting efficiency
Deliver actionable recommendations to increase conversion, streamline coordination, and unlock recurring revenue
Outcomes
30%
sales process time streamlined. Reduced internal back-and-forths and shortened cycle times across quoting, inspection, and support steps.
40%
conversion uplift by urgency. Highlighting spare part urgency led to higher sales conversion across inspection-linked orders.
13M
euros uplift opportunity unlocked. Identified revenue gains by resolving key bottlenecks across coordination, quoting, and support.
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“A practical roadmap to unlock recurring revenue growth.”
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