Sell uptime, not equipment: price service contracts on guaranteed availability, and fund the sensors and spare parts we need to deliver it.

Where it came from

Added September 7, 2026, by a participant who chose to stay private.

How people made it better

• Pilot with six customers in two regions for twelve months before changing the price list. (Sales)
• Finance needs a clear rule for what happens to revenue when availability falls below the guarantee. (Finance)
• Customers need a simple monthly availability report they can read in two minutes. (Customer service)
• Guarantee a level we already meet today, then raise it as sensor data improves. (Operations)
• The legal wording on availability needs to be standard. Custom clauses will make this impossible to scale. (Legal)
• Spare-parts stock at regional depots must be planned from the guarantee, not from last year's orders. (Manufacturing)

Owner and next steps

Owner Jun Park, Chief Strategy Officer

Executive sponsor Dana Whitfield, CEO

Decision needed Executive team to choose the pilot customers next month.

Next step Choose six pilot customers and design the availability guarantee