Manufacturing Excellence Meets Market Leadership
Transform your manufacturing business with go-to-market strategies that drive profitable growth. We help industrial and manufacturing companies optimize commercial operations, expand market share, and transition to service-based revenue models.
Manufacturing's commercial evolution.
Industrial and manufacturing companies face a fundamental shift: competing on products alone is no longer sustainable. Success requires commercial excellence: optimizing channels, expanding aftermarket revenue, building service capabilities, and capturing value through the entire customer lifecycle. The winners differentiate through superior go-to-market execution.
Industry Challenges
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Margin compression
Commoditization and competition pressure equipment margins.
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Channel complexity
Managing direct, dealer, and distributor networks effectively.
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Aftermarket captureMissing opportunities for parts, service, and recurring revenue.
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Digital transformationLegacy sales models struggle with connected product expectations.
How We Help
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Channel optimizationDesign and manage multi-channel strategies that maximize coverage and profitability.
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Aftermarket growthBuild systematic parts, service, and maintenance revenue engines.
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Service transformationTransition from transactional to outcome-based service models.
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Commercial excellenceOptimize pricing, quoting, and sales operations for efficiency.
Market Dynamics
Key metrics shaping the sector.
$6.2T
Industrial Equipment Market
Industrial equipment market size
3-5x
Lifetime Value
Aftermarket revenue multiplier vs. equipment
4.8%
Market Growth
Industrial automation CAGR through 2030
35%
Service Revenue
Average for leading manufacturer
Solutions
Specialized strategies to drive commercial excellence and profitable growth across equipment and aftermarket.
Channel Strategy & Management
Optimize your multi-channel go-to-market for maximum market coverage and profitability.
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Direct vs. indirect channel design
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Dealer and distributor programs
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Channel conflict resolution
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Territory and coverage planning
Aftermarket Revenue Growth
Capture lifetime customer value through parts, service, and maintenance revenue.
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Parts pricing and availability optimization
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Service contract programs
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Preventive maintenance offerings
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Warranty and extended coverage
Service Transformation
Evolve from transactional service to outcome-based, recurring revenue models.
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Service business model design
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Connected product strategies
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Subscription and usage-based pricing
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Service delivery optimization
Sales Force Effectiveness
Improve productivity and performance across direct sales and channel partners.
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Sales process optimization
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Dealer enablement programs
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Quoting and proposal tools
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Sales compensation design
Pricing & Margin Optimization
Implement strategic pricing that balances competitiveness with profitability.
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Value-based pricing strategies
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Configure-price-quote (CPQ) optimization
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Discount and margin management
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Competitive pricing intelligence
Digital Commerce
Build e-commerce and digital sales capabilities for equipment and parts.
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Parts e-commerce platforms
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Self-service customer portals
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Digital quoting and configuration
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Omnichannel integration
Client Results
Real results from equipment manufacturers who've optimized their commercial operations.
Grid Infrastructure Software Growth
Challenge
A grid infrastructure software company faced stagnant growth and needed to accelerate ARR expansion in a competitive market.
Solution
We established a Revenue Growth Office (RGO), designed targeted sales campaigns, and built an inside sales function to drive pipeline generation and conversion.
Outcome
+26% year-over-year growth achieved with $11.5M in new bookings, transforming revenue trajectory and market position.
Manufacturing Services Turnaround
Challenge
A manufacturing services provider experienced declining revenue per sales head while facing mounting cost pressures in a competitive landscape.
Solution
We redesigned customer segmentation, created a new go-to-market strategy tailored to high-value segments, and implemented an efficient inside sales model.
Outcome
+17% revenue per sales head and 39% cost reduction, dramatically improving unit economics and profitability.
Instrument Services Optimization
Challenge
An instrument services company had underserved customer segments and operational inefficiencies that limited growth and profitability.
Solution
We centralized operations for consistency, built an inside sales function to expand coverage, and created systematic sales playbooks for repeatable execution.
Outcome
$12.1M sales lift with 39% reduction in cost-to-serve, significantly improving both revenue and margins.
Automotive OEM Digital Expansion
Challenge
Agero needed to expand OEM partnerships while navigating digital transformation and emerging EV market requirements.
Solution
We enabled API integration for seamless OEM connectivity, developed premium white-glove service offerings, and built comprehensive EV roadside support capabilities.
Outcome
15-point NPS gain, rapid market launch, and premium service delivery establishing competitive differentiation in digital automotive services.
Our Experts
Insights from advisors who understand manufacturing commercial excellence.
Travis Wolf
Partner
Connected equipment generates data that enables predictive service, usage-based pricing, and outcome guarantees, transforming industrial business models.
Learn about SBI Wayforge™