Industrial & Field Service
A heavy-equipment distributor joins sales, service and parts into one revenue engine
Sales sold the machine, service maintained it, parts supplied it — and none of them shared a customer record. We build the RevOps backbone that connects all three.
Outcomes
- job completion to invoice
- 14 → 2 days
- service contract renewals
- +27%
- parts attach rate per machine
- +12%
- paper job sheets
- 0
The situation
Telematics knew when a machine was due for service. The field service app knew who was free. CRM knew who owned the account. Nobody connected the three, so service contracts lapsed and parts revenue leaked to grey-market suppliers.
Technicians closed jobs on paper and tablets, then office staff re-typed them for invoicing up to two weeks later.
Where the work was leaking
- Service-due alerts from telematics read by nobody
- Job completion re-keyed into accounting before invoicing
- Contract renewals tracked in a salesperson’s calendar
- Parts quotes sent by email with no CRM record
What we do in this situation
Phase 1 · Blueprint
We trace revenue across the full machine lifecycle and put a number against each leak: missed services, late invoices, lost renewals and parts lost to third parties.
Phase 2 · Build & Link
Telematics alerts create service opportunities in CRM and dispatch jobs automatically. Completed jobs flow straight to invoicing, and a RevOps dashboard shows pipeline, renewals and parts attach rate by branch.
Phase 3 · Operate
We maintain the integrations and the RevOps reporting layer, and run quarterly reviews with the commercial director.
Revenue operations is not a sales function. For a distributor it runs through the workshop and the parts counter.
Client names and identifying details are withheld. Figures describe the scale of change typical of an engagement like this, not a guarantee.
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