Field Service Palm Springs 2020

April 21 - 24, 2020

JW Marriott Palm Desert Resort & Spa, CA

David Bishop, Director, Service Operations, Building Solutions NA at Johnson Controls
Johnson Controls Logo

David Bishop


Director, Service Operations, Building Solutions NA
Johnson Controls

Check out the incredible speaker line-up to see who will be joining David.

Download The Latest Agenda

Intelligent Field Service: Adopting Digitization and Disruptive Technology to Drive Service Revenue

Wednesday, April 22nd, 2020


2:00 PM Case Study: Getting Customer Buy-In for the Use of More IoT and Outcomes-Based Services

In Steve Jobs' words, “Customers don't know what they want until you show it to them”… 

Are you in charge of taking your customers through digital transformation and helping them figure out how IoT technology applies to their line of business? If so, you may be dealing with a similar set of challenges as David Bishop who leads Johnson Controls’ HVAC service innovation team consisting of over 5,000 North American field technicians. 

In this case study, David breaks down how to understand customer challenges in order to create the business case for leveraging IoT to deliver outcomes-based services. Key takeaways include:

-Establishing the best way to educate the customer
-Determining when to start having this conversation and who should be involved
-Knowing your customers’ needs, goals, fears, and risk tolerance so you can align appropriately
-Presenting use cases of successful partnerships