Outcome-based service is becoming a primary lever for growth throughout the industry, but most organizations still design engineering and service around internal tasks instead of customer outcomes. In this session, Salvador will unpack how his teams are leveraging smarter engineering (installed base insight, connectivity, and data-driven design) to tie service delivery directly to customer business results such as uptime, energy efficiency, and lifecycle value.

• Defining price and track outcome-based services so customer and engineering teams are aligned on what "value" actually means
• Leveraging ways to use smarter engineering including asset data, remote support, and AI-assisted planning, to create clear upsell and cross-sell opportunities
• Effectively scaling outcome-based models, including cross-functional KPIs that position service as a strategic growth engine

As more field service teams adopt proactive and predictive capabilities, traditional time and materials contracts increasingly clash with what customers actually value: guaranteed outcomes, simple pricing, and less downtime. This panel brings together leaders who have launched uptime as a service, tiered subscription bundles, and "equipment as a service" or rent a product offerings, and who are wrestling with the operational, financial, and cultural changes required to make them profitable.

• Deciding when to move beyond time and materials using asset data, and customer expectations to identify where outcome, subscription, or rent-a-product models make economic sense
• Structuring practical price models, including how to define outcomes, set SLAs, bundling services and parts, and price risk
• Making organizational changes required to make these models work in the real world, from aligning sales incentives and service operations to upgrading data so you can deliver and prove the promised outcomes