New Services Growth Opportunities in the T&M Market

Innovative Game Changers are Taking Initiatives to Implement Integrated Asset Management Services

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Identifying growth opportunities in the test & measurement industry beyond the existing business could bring about changes in the competitive landscape. It is no longer test equipment vs. test equipment: Manufacturers cannot focus on hardware alone. Instead, the potential exists for an entirely new services model that focuses on platforms and the ecosystem. There is a need to develop a platform-centric business model that effectively integrates hardware, software analytics, and services. Companies are redesigning the customer experience across the entire test equipment life cycle by considering all interactions that users have with the test product itself to change an organization’s operations and revenue model.

The primary objective of this experiential study is to uncover your company’s Growth Zone in the test and measurement new services market. The Growth Zone represents opportunities that have been validated and optimized based on your internal objectives and capabilities weighed against growth opportunities in the new services market. An integral part of achieving this goal is engaging with Frost & Sullivan to develop your company’s Growth Opportunities Matrix. The study offers a deep analysis of the market, predicts its future, determines the opportunity universe, and provides a strategic opportunity framework.

Key questions this study will answer:
•     Why do test & measurement companies want to leverage a service-based business, and what do they hope to accomplish in order to achieve return on investment?
•     What are the specific capabilities and investments required to enhance the value of an asset management service platform for customers?
•     What is the new asset management business model that is emerging in this space?
•     How do you monetize data coming from asset management services?
•     How rapidly can a company adapt in a competitive landscape that includes service delivery?
•     What partnerships do test & measurement companies need to consider for their service businesses?

Table of Contents

1. Executive Dashboard
Purpose of this Experiential Study
5-Step Process to Transformational Growth
Strategic Imperatives for Original Equipment Manufacturers (OEMs)
Growth Opportunities for OEMs
Executive Summary
2. Growth Environment
Move Fast to Avoid a Kodak Moment
New Business Model—Doing More of the Same is a Way to Fail
Case Studies to Draw New Ideas
Asset Management as a Key Component of Future Service Providers
Talk to Experts
Service Business Transformation Checklist
Market Definitions
Business Service Evolution and Landscape
Asset Management Service Provider New Market Landscape
Asset Management Service Package Overview
Asset Management Services Pricing Model Development
Communicating Asset Management Service Price Excellence
Design Roadmap for Asset Management—Dashboards & Pricing Model Approach for Service Packages
Market Trends
Drivers and Restraints
Market Distribution Channels
3. Market Forecasts
Revenue Forecast
Opportunity Analysis across Industry Verticals for Asset Management Business in the T&M Market
4. Technology Insights
Investment Focus on a Platform Approach—Building Blocks for Success in a Connected Ecosystem
T&M in an Asset Management Transformation Age
Service-Based, End-to-End Analytics
Next-Level Corporate Support—Multilevel IT-OT Architecture
5. Case Studies and Implications
T&M Service-Based Business Models
Case Study 1
Case Study 2
Case Study 3
Case Study 4
6. Visioning Scenarios
Macro to Micro Visioning
Factors Impacting Asset Management Services in the T&M Market
Top Predictions for the New Services Market
Key Factors for T&M Business Transition—Why as a Service?
Key Challenges of Users that Lead to Connected Service Platform Adoption
Business Implications of Adopting a Service-Based Business Model
Key End-User Requirements by Type of Contract
Service Variables for Value-Added Services
New Choices in Portfolio of Services—Growth Opportunities
Next-Level Corporate Support—Asset Management Business Services and Maximized Return
Next-Level Corporate Support—Business Services Implementation in the T&M Market
Strategy in Test Equipment Services
Asset Management Service Offering in the T&M Market
Supply Chain Management—Linking Business Strategy to Execution
Strategy Differentiation and Integration—Acquisition/Partnership Opportunities
7. Growth Pipeline
Levers for Growth
8. Vision and Strategy—Growth Opportunities
Growth Opportunity 1—Integrated Service Delivery
Growth Opportunity 2—OPEX Model Service Delivery
Growth Opportunity 3—Data Analytics Service Solution and Application Development
Growth Opportunity 4—Control of All Test and Repair Data
Growth Opportunity 5—Shift from a Reactive Business Model to a Proactive Business Model
9. Brand and Demand—Growth Opportunities
Growth Opportunity 1—Innovation and Transformation
Growth Opportunity 2—ROI
Growth Opportunity 3—Sales and Marketing Use Cases
Growth Opportunity 4—Cross-Sell Offers
Growth Opportunities Matrix
10. Identifying Your Company’s Growth Zone
Growth Opportunities 1–5: Vision and Strategy
Growth Opportunities 1–4: Brand and Demand
Growth Opportunities Matrix
Growth Strategy and Implementation
The Last Word—3 Big Predictions
Growth Strategies for Your Company
Prioritized Opportunities through Implementation
Legal Disclaimer


List of Figures & Charts

1. Asset Management Services in the T&M Market: Business Model Assessment Checklist
2. Asset Management Services in T&M Market: Business Service Evolution, Global, 2015–2021
3. Asset Management Services in the T&M Market: Competitive Landscape, Global, 2016
4. Asset Management Services in the T&M Market: Service Package Overview, Global, 2016
5. Asset Management Services in the T&M Market: Pricing Model Development, Global, 2016
6. Asset Management Services in T&M Market: Pricing Model Delivery, Global , 2016
7. Asset Management Services in T&M Market: Suggested Dashboards for Asset Management Services, Global, 2016
8. Asset Management Services in the T&M Market: Service-Based Business Evolution, Global, 2016
9. Asset Management Services in the T&M Market: Key Market Drivers and Restraints, Global, 2017-2021
10. Asset Management Services in the T&M Market: Distribution Channel Analysis, Global, 2016
11. Asset Management Services in the T&M Market: Platform-Centric Business Model for Action,
12. Global, 2016
13. Asset Management Services in the T&M Market: Connected Architecture, Global, 2016
14. Asset Management Services in the T&M Market: Keysight’s Asset Management Work Package Services, Global, 2016
15. Asset Management Services in the T&M Market: Microlease Asset Management Solution, Global, 2016
16. Asset Management Services in the T&M Market: Microlease Asset Management Solution Benefits, Global, 2016
17. Asset Management Services in the T&M Market: Sente’s Asset Management Solution Benefits, Global, 2016
18. Asset Management Services in the T&M Market: Factors Impacting Services Needs, Global, 2016
19. Asset Management Services in the T&M Market: TCO Components, Global, 2016
20. Asset Management Services in the T&M Market: Platform Ecosystem and Key challenges, Global, 2016
21. Asset Management Services in the T&M Market: Business Implications of Adopting Business Services, Global, 2016
22. Asset Management Services in T&M Market: Service Variables for Value-Added Services, Global, 2016
23. Asset Management Services in T&M Market: Service Growth Opportunities, Global, 2016
24. Asset Management Services in the T&M Market: Corporate Support and Implementation, Global, 2016
25. Asset Management Services in T&M Market: Asset Management Strategy, Global, 2016
26. Asset Management Services in the T&M Market: Acquisition Radar–Potential Opportunities, North America, 2016


1. Asset Management Services in T&M Market: Comparative Analysis of Service-Based Models, Global, 2016 and 2021
2. Asset Management Services in T&M Market: Usage Rate of Test Equipment, Global, 2016
3. Asset Management Services in the T&M Market: Revenue Forecast, Global, 2015–2021Asset Management Services in the T&M Market: End-User Mapping, Global, 2016
4. Asset Management Services in the T&M Market: Drivers’ Impact on TCO, Global, 2016
5. Asset Management Services in the T&M Market: User Requirements by Type of Contract, Global, 2016



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