Press release

New research from Bain & Company and ServiceMax reveals the three most important trends affecting field service

New research from Bain & Company and ServiceMax reveals the three most important trends affecting field service

A global study by Bain & Company and ServiceMax offers insight into the future of field service and points to opportunities to reduce waste and friction

  • 2021年9月28日
  • min read

Press release

New research from Bain & Company and ServiceMax reveals the three most important trends affecting field service

BOSTON – September 28, 2021 - The top three most important trends affecting the future of field service are new pricing models, data as an asset, and standardizing and simplifying processes, according to new research conducted by Bain & Company and ServiceMax, a leader in asset-centric field service management software.

The global study, “Future of Field Services," which includes survey data from 283 field service technicians and 25 service executives across the US and Europe, looked at the future of services, maturity and trends across commercial, operations and technology, as well as key challenges and enablers in the field service arena. 

“In addition to giving us insights into the future of service, the research highlights opportunities to both eliminate waste and reduce friction in service organizations, as well as increase service value and monetize engagement,” said Sumair Dutta, industry analyst and senior director of digital transformation at ServiceMax. “Field service is changing, and the pace of change is likely to accelerate in the next three to five years. This study shows key areas where service executives can close the gap between strategic expectations in the boardroom and tactical execution by technicians in the field, such as empowering cross-selling and upselling enablement, streamlining and simplifying processes, and properly training a digitally-empowered field force.”

According to service executives, the number one trend set to impact the future of field services is the creation of new commercial opportunities, such as the evaluation of new pricing models. Executives increasingly expect their field forces to play a role in selling services, with some companies generating up to 30% of service revenue originated by technicians. However, 70% of surveyed technicians feel they are not particularly skilled to drive sales.

Service executives said the second most important trend is harnessing data as an asset. However, 47% claim current tools aren’t easy to learn and use, and 60% of technicians say that when they’re asked to collect data, they don’t know the reason behind it. Increased access to data is particularly important for supporting dynamic pricing and changes to the commercial model, such as shifting from selling reactive service to selling solutions and outcomes.

Service leaders identified the standardization and simplification of processes as the third most important trend. However, one in three technicians report struggling with current processes. To address this, service leaders should prioritize standardizing the largest part of processes, customizing to specific market dynamics only when required, and embedding customer feedback loops into process continuous improvement efforts.

“In capital-intensive industries, field service has become increasingly critical to growth, profitability and commercial performance,” said Prashant Iyer, a partner in Bain & Company’s Advanced Manufacturing & Services practice. “We at Bain & Company believe that the people closest to the work, those on the frontlines, often have the most valuable input about their business. While there’s no shortage of trends affecting the quickly evolving field service market, this new research allows us to narrow in on the most critical pain points and solutions, as told by the technicians and executives leading this work.”

Editor's Note: To arrange an interview, contact Katie Ware at katie.ware@bain.com or +1 646 562 8102, and Nicole Guzzo at nicole.guzzo@servicemax.com  or +1 925 413 4258.

ベイン・アンド・カンパニーについて

 ベイン・アンド・カンパニーは、未来を切り開き、変革を起こそうとしている世界のビジネス・リーダーを支援しているコンサルティングファームです。1973年の創設以来、クライアントの成功をベインの成功指標とし、世界38か国63拠点のネットワークを展開しています。クライアントが厳しい競争環境の中でも成長し続け、クライアントと共通の目標に向かって「結果」を出せるように支援しています。ベインのクライアントの株価は市場平均に対し約4倍のパフォーマンスを達成しており、私たちは持続可能で優れた結果をより早く提供するために、様々な業界や経営テーマにおける知識を統合し、外部の厳選されたデジタル企業等とも提携しながらクライアントごとにカスタマイズしたコンサルティング活動を行っています。

商号  : ベイン・アンド・カンパニー・ジャパン・インコーポレイテッド
代表者 : 奥野 慎太郎(日本における代表)
所在地 : 東京都港区赤坂9-7-1 ミッドタウン・タワー8階
URL   : https://www.bain.co.jp

About ServiceMax

ServiceMax’s mission is to help customers keep the world running with asset-centric field service management software. As a recognized leader in this space, ServiceMax’s mobile apps and cloud-based software provide a complete view of assets to field service teams. By optimizing field service operations, customers across all industries can better manage the complexities of service, support faster growth, and run more profitable, outcome-centric businesses. www.servicemax.com