6 Questions for NewField IT Co-Founder Robert Newry
Robert Newry Co-Founder NewField IT answers questions about Barcelona, the European market and his background…and offers 1 lucky attendee the chance to win a bottle of bubbly in Barcelona!
1. NewField IT has been a staple at every Photizo MPS Conference, what are some of the differences you’ve seen between the different geographies in terms of attendees, excitement, understanding, etc.?
The excitement of each Photizo Conference has been in parallel to the excitement around our leading MPS software product Asset DB. At the Singapore Conference I was particularly surprised to see the keen interest in MPS in the Asia Pacific Region and like all the other conferences it was great to see such energy amongst all the different players in our industry debating the ins and outs of how to be successful in selling and delivering MPS.
2. Why is the European region such an important market for NewField IT, and the industry?
Europe is our home region and while the UK has been a leading light in the development of MPS, our partnership with several European countries is opening up a broader opportunity in a diverse and challenging market. I have a particular passion for European development as I have a German mother, an Italian aunt and a Swiss godmother!
3. You are speaking on what you should do once you’ve won the deal. Why is this such an important topic?
Winning the deal is one thing, making profit on it over the life of the contract is another. Having managed the service operation of a major manufacturer in the past, I know how important understanding the metrics of support services are to a contracts profitability. With utility based pricing, greater use of services and technology, good post-sale contract management will mean the difference between making and losing money.
4. What is a common mistake that most dealers and resellers make after they win an MPS contract?
To leave the service department to manage the customer from then on! The MPS Consultant needs to continue the optimisation process and look for new process enhancement opportunities.
5. What do you hope attendees will come away with from your presentation?
A plan to revisit their contracts and look at what more they can do with their toolsets to maintain a consultative approach.
6. You are certainly a thought leader in the MPS industry, how has your background positioned you to be successful in this market?
A philosophically trained mind! That, in addition to holding a variety of roles from Sales, to StrategyDevelopment through After-Sales Management, I’ve also held Board-level positions at a leading manufacturer before pioneering with James Duckenfield, joint NewField IT Co-Founder and friend, one of the first consultancy based businesses in the industry. NewField IT as a company has several thought leaders and innovators which produces very lively office discussions.
Win a bottle of bubbly, compliments of NewField IT, when you register for the Barcelona Conference using the code NITWIN.
Connect
