Servitization without structure
Manufacturers that migrate to services without an operational architecture face 1.75× higher bankruptcy risk. The transition demands governance, not just intention.
Neely / Springer 2008Machinery, Equipment, Auto Parts and Services
Aftermarket generates 25% EBIT margin. Most manufacturers still treat after-sales as a cost center.
~33% of top-performers' revenue already comes from aftermarket and servitization. Yet the installed base, MARC and field service remain disconnected from commercial. Bunker connects sales, contracts and assets with the Bunker Protocol, Salesforce and AI.
Machinery & Equipment by the numbers
1.75×
more bankruptcies among manufacturers that servitize without an operational architecture
Neely / Springer 200887,3%
fewer defects with data-driven predictive maintenance vs. preventive
Thomas & Weiss / NIST-IJPHM 2021The silent risk in machinery and equipment
Manufacturers that servitize without an operational architecture go bankrupt 1.75× more often. Does your operation connect sales, field and after-sales?
When commercial, field service and contracts operate in separate systems, every technical visit happens without context. The result is rework, eroded margin and an aftermarket that never becomes a growth lever.
The real scenario
Four fractures that erode aftermarket margin with every service order
Each gap compounds between one MARC and the next. When field service goes out without the asset history and the contract does not talk to the work order, the installed base becomes a cost - not recurring revenue.
Invisible lifecycle
The lifecycle cost of an asset exceeds its purchase price by 10 to 100 times. Without visibility into contracts and work orders, margin is lost with every intervention.
Dhillon / CRC Press 2010Reactive maintenance
Data-driven predictive maintenance reduces defects by 87%. Without it, field teams operate in the dark - with higher costs and slower response times.
Thomas & Weiss / NIST-IJPHM 2021Expenses eroded by poor data
Between 40% and 60% of service operating expenses are consumed by poor-quality data. The effect is cumulative and invisible in quarterly reports.
Redman / ACM 1998Integrated Industrial Architecture
Bunker
We have already structured aftermarket, servitization and field service. We know where context is lost between sales and the installed base.
The field technician goes on-site without the asset history. Each branch manages contracts by its own SLA standard. Aftermarket is treated as a cost center while competitors already capture 25% EBIT margin on spare parts and services. And the commercial team closes a new machine sale without knowing the customer has three open tickets.
We do not sell Field Service or ERP. We design the operation that transforms the installed base into recurring revenue - with contract governance and end-to-end asset visibility.
- +300 CRM projects: including manufacturers with aftermarket and servitization
- +120K users impacted, from equipment sales to field technical support
- Commercial governance deployed across 8 countries with industrial after-sales operations
- Direct experience with manufacturers of machinery, equipment and industrial services
Bunker Protocol applied to Machinery and Equipment
Four phases. One architecture. Auditable results.
Evidence
Auditable results in a context similar to yours
25%
EBIT margin in aftermarket: versus 10-12% on new equipment: captured by manufacturers with installed base governance
McKinsey: "Unlocking the industrial aftermarket" 2023+5–8 p.p.
incremental EBIT in manufacturers that integrate field service with CRM and real-time asset and contract visibility
Deloitte: "Aftermarket services" 2022~33%
of total revenue already comes from aftermarket at top-performers: the benchmark for those who still treat after-sales as a cost
BCG: "Winning in industrial aftermarket" 2024Stara: Brazilian agricultural machinery manufacturer with a nationwide dealer network and territory management without a 360° customer view.
Bunker implemented Salesforce Maps Advanced for territory management, a 360° customer view and the Field Service re-implementation for scheduled maintenance across the dealership network.
Request access to additional information about this and other case studies compatible with your context.
Request a compatible case studyTransformation
From fragmented aftermarket to a recurring revenue architecture
Without Bunker
Disconnected aftermarket
- Commercial and field service with separate data and conflicting versions
- Contracts with no link to asset history and field work orders
- Aftermarket treated as a cost, not a revenue lever
- Pipeline invisible to executive operations management
- Technical visits without prior context on the customer and asset
With Bunker
Integrated aftermarket architecture
- Unified view of customer, asset and contract across sales and field
- Contracts connected to CRM with end-to-end traceability
- Aftermarket as a growth front with governance and metrics
- Auditable pipeline with real-time executive predictability
- AI applied to daily routine with pre-briefing, alerts and recommendations
Every month of disconnected aftermarket costs margin, contracts and installed base that become costs instead of revenue.
The first step is an aftermarket and field service diagnosis. No commitment, no generic deck. Evaluate whether your installed base justifies a different architecture.
Frequently asked questions
Answers for Machinery and Equipment
01 Does the protocol work for those just starting to structure aftermarket? Expand
It works especially well for those just starting out. The diagnosis maps the gap between recurring revenue potential (installed base × available service) and actual capture. The architecture creates the connections between machine sales, contracts and technical support that transform after-sales into a revenue center.
02 Do you integrate with ERP and asset management/installed base systems? Expand
We integrate Salesforce with ERP, installed base data and technical support systems. The account manager sees machine, contract, work order history and upgrade opportunity - without having to consult the field technician for context.
03 What is the impact for manufacturers that already have service contracts? Expand
For those who already have contracts, the gain comes from three fronts: reduced churn due to lack of visibility, increased upsell for machines without coverage and improved MTTR through pre-visit technician context. Each front is quantified in the diagnosis.