Extended Implementation & Multiple Revenue Streams
Follow Jennifer Hayes' 22-month journey at Precision Parts Inc. - from conference discovery through AS9100 aerospace certification to industry keynote champion.
Watch a skeptical plant manager become a champion, see how $630K grows to $771K+ through natural expansion, and understand why manufacturing relationships require patience.
Jennifer Hayes
Director of Quality Assurance
Precision Parts Inc.
Business Transformation Results
Manufacturing-Specific Patterns
Extended Adoption Cycles
Manufacturing implementations require 6+ months of validation. Traditional "deal velocity" metrics don't apply - patience creates partnerships.
Multiple Revenue Streams
Capital equipment, services, parts, training, warranties, and ongoing subscriptions - all flowing through unified customer value understanding.
Skeptic to Champion
Plant managers and operations leaders start skeptical. Converting them requires proven results, not promises - and creates the strongest advocates.
The 22-Month Journey
March 2023
Conference discovery
Jennifer attends "Advanced Quality Systems for Aerospace" conference, sees equipment demo. Case study shows 7% → 1.2% defect reduction.
May 2023
Reference site visit
Jennifer visits similar manufacturer using the equipment. Talks to line workers: "This actually makes our job easier."
August 2023
Board presentation
$525K capital investment proposal presented to Board. Approved with 3-month pilot condition.
December 2023
Contract signed
$630K total commitment: $450K equipment + $75K services + 3-year service contract. Tom Rodriguez (Plant Manager): "Another vendor promising miracles."
February 2024
Installation complete
Equipment installed on schedule. 37 workers trained. Tom still skeptical: "Let's see if it actually works in production."
May 2024
Pilot success
Defect rate drops from 8% to 3.2% (60% improvement). Tom Rodriguez: "I was wrong. This actually works. Workers love it."
September 2024
AS9100 certified
Aerospace certification achieved. Defect rate at 1.8% (beat 2% target). Jennifer: "Career milestone." Board sees $40M market opportunity.
November 2024
Industry keynote
Jennifer keynotes Manufacturing Quality Summit to 800+ attendees. Standing ovation. 15+ qualified leads generated.
Revenue by Value Path Stage
Buyer Stage
$630K- • Capital Equipment: $450K
- • Installation & Training: $75K
- • 3-Year Service Contract: $105K
Value Creator Stage
$8K- • AS9100 Calibration Service: $8K
Adopter Stage
$42K- • Consumables Subscription: $24K/yr
- • Emergency Repair: $12K
- • Replacement Parts: $6K
Advocate Stage
$118K- • System Upgrade: $85K
- • Optimization Consulting: $15K
- • Extended Warranty: $18K/yr
Key Touchpoints
Site Visit Due Diligence (Month 3)
Jennifer visits a reference customer's facility. She doesn't just look at equipment - she talks to line workers. Their feedback: "This actually makes our job easier, catches issues before we waste time."
Signal: In manufacturing, worker adoption makes or breaks implementations. Jennifer checking line worker satisfaction shows sophisticated evaluation.
Plant Manager Skepticism (Month 10)
Tom Rodriguez, 15-year plant veteran, views the equipment with suspicion: "Another vendor promising miracles." His concerns are real: union workers skeptical of automation, past failed implementations.
Signal: Skeptics who convert become the strongest advocates. Tom's resistance isn't obstruction - it's the manufacturing leader's job.
Pilot Results Convert Skeptic (Month 14)
Three-month pilot complete. Defect rate dropped from 8% to 3.2% - 60% improvement. 22 of 25 workers rate system "helpful." Tom Rodriguez: "I was wrong. This actually works."
Signal: Proven results in their environment is the only thing that converts manufacturing skeptics. Tom's authentic conversion story becomes powerful reference.
Crisis Handled Well (Month 17)
Critical sensor malfunction halts production line. Service response: on-site within 3 hours (beat 4-hour SLA). Total downtime: 9 hours. Tom: "Fast response saved us."
Signal: How you handle crises defines relationships. This emergency repair cost $12K but generated $6K in spare parts orders and deepened trust exponentially.
Conference Keynote (Month 21)
Jennifer delivers keynote to 800+ manufacturing leaders: "From 8% to 1.8%: Our AS9100 Certification Journey." Standing ovation, highest-rated session. Tom offers to speak with prospects.
Signal: Champions use their platform for vendor amplification. Jennifer's keynote generated more qualified pipeline than months of outbound.
See It In Action
Explore Jennifer and Tom's journey
Key Takeaways
Patience Creates Partnerships
The 22-month journey required patience through pilot periods and skeptical stakeholders. Rushing would have destroyed the relationship.
Convert the Skeptics
Tom Rodriguez went from "Another vendor promising miracles" to keynote reference in 14 months. His authentic conversion is more valuable than any testimonial.
Revenue Compounds
$630K initial deal grew to $771K+ through natural expansion: consumables, parts, upgrades, consulting.
Crisis = Opportunity
The sensor malfunction could have damaged the relationship. Instead, exceeding the SLA deepened trust and generated additional revenue.
Quick Insights
Extended adoption phases (6+ months) require different engagement patterns than quick SaaS implementations
Multiple revenue streams (equipment, parts, service, training) all flow through unified customer value
Skeptic conversion is the most valuable outcome - Tom's "I was wrong" moment created the strongest reference
Service contract renewals and crisis handling are leading indicators of expansion opportunities