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Your Field Service Team Could Be Your Strongest Revenue Driver

  • Writer: fentu.io
    fentu.io
  • Jun 13
  • 3 min read

Updated: Jun 30


In today’s market, many companies are seeing product sales slow down, projects postponed, and buying decisions delayed. But while traditional revenue streams stall, one area continues to move: field service.


For businesses that rely on service teams — in maintenance, installation, or repairs — this isn’t just an operational necessity. It’s a revenue opportunity.


Done right, service can become your most reliable income stream. In fact, according to McKinsey, companies that make service a strategic priority can double their service revenue in just three to five years, with margins up to four times higher than those of equipment sales (McKinsey, 2019).


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A Shift in Thinking


Field service has long been treated as a cost center. Technicians were dispatched to fix issues, jobs were logged manually, and once the task was complete, that was the end of the interaction.


But this reactive model leaves value on the table. It doesn’t create long-term engagement. It doesn’t drive repeat revenue. And it doesn’t help your business grow when product sales slow down.


More companies are now adopting a proactive, scalable service model. Deloitte highlights that aftermarket services can offer profit margins up to 2.5x higher than product sales. They also tend to be more resilient during economic downturns, helping companies maintain profitability and strengthen customer relationships (Deloitte, 2020).

 

Service as a Revenue Model


When field service is digital, connected, and insight-driven, every customer visit becomes a moment to add value — and generate revenue.

Technicians can offer maintenance packages. Contracts can be signed on-site. Follow-ups can be triggered automatically. And customers receive more than just fixes — they gain trust in a long-term partner.


This approach helps companies:

  • Create recurring revenue with planned service agreements

  • Retain customers through proactive engagement

  • Increase value per visit with well-timed upsells

  • Operate more efficiently with standardised, mobile workflows


All without requiring new product development or additional sales resources.

 

How fentu FSM Enables This


To make service revenue work, you need a system that supports it — in the field and in the back office.


fentu FSM is built for exactly that.


  • It equips your technicians with a mobile-first app that works even offline, provides access to customer history, and enables on-the-spot quoting and sign-off.

  • It connects directly with systems like SAP and Acumatica, so all your data flows in real time — from dispatching to documentation to billing.

  • It’s fast to deploy, easy to use, and designed to turn your existing service operations into a growth engine.


BCG further supports this transformation, showing that AI-enabled field service tools can increase revenue by 15–20% and improve gross margins by up to 10 percentage points, especially when integrated with smart scheduling and guided workflows (BCG, 2025).


Customer Story: Turning Service into Growth


A regional equipment maintenance company had long struggled with manual scheduling, delayed invoicing, and underutilized technicians. They knew service could be more than a support function — they just lacked the tools to unlock its value.


By adopting fentu FSM and shifting to a proactive service model, they:

  • Reduced service-to-invoice time from 10 days to 2

  • Introduced tiered maintenance plans that now account for 30% of revenue

  • Increased technician productivity by 40%


With real-time reporting, offline mobile access, and direct integration to SAP Business One, the company now treats every customer interaction as a strategic revenue moment — and it shows in their bottom line.

 

Looking Ahead


When the market slows, waiting isn’t a strategy. But working smarter is.

Your field service team is already on the move. They’re trusted, experienced, and in direct contact with your customers. With the right tools, they’re not just solving problems — they’re generating revenue, building loyalty, and helping your business move forward.


fentu FSM helps you make that shift — clearly, quickly, and without disrupting your current workflows.


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