Thursday 23rd April 2-3pm
Topic: Making Servitization Business Cases Work – What Successful Leaders Do Differently
Speakers: Chris Borrill, Paul Jennings, Jim Euchner
Host: Ian Machan
The April Partnership Keynote brought together experienced industry leaders to explore one of the most common challenges facing organisations pursuing advanced services: how to build business cases that support servitization success. The discussion challenged traditional approaches to business case development and highlighted the importance of learning, experimentation and customer value in driving sustainable transformation.
Key themes explored included:
- Why demanding financial certainty too early can slow progress and undermine innovation.
- How customer value propositions provide stronger foundations for change than internal financial modelling alone.
- The critical role of incubation in testing assumptions, building evidence and preparing for scale.
- Why successful scaling requires adaptation to different markets, customers and organisational contexts.
- How leadership coalitions, capabilities and organisational structures support long-term servitization success.
Attendees gained practical insights from Chris Borrill, Paul Jennings and Jim Euchner into how their organisations moved from opportunity identification to scalable advanced service offerings, using disciplined learning and progressive decision-making to reduce risk and build confidence over time.
The Keynote reinforced a powerful message:
Successful servitization business cases emerge through customer understanding, structured experimentation, disciplined incubation and the ability to learn before scaling.
The discussion left participants with practical frameworks, fresh perspectives and clear guidance for making more confident decisions as they develop and scale advanced services within their own organisations.
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Meet The Team
Our expert team is made up of researchers, practitioners and business transformation pioneers.
