Yohan Morel | Field Service Europe

Tuesday, 27 October 2026

14:05 Stream C: Mastermind Topical Discussion: Winning Through the Indirect Channel: Building a Scalable, Profitable Service Partner Ecosystem

The future of service is orchestrated, not owned. This session will bring together service leaders to explore how to build, enable, and scale a successful ecosystem of service partners across diverse markets. Participants will share challenges, strategies, and insights on deciding which services to keep in-house versus outsource, enabling partners with tools and knowledge, and maintaining quality, competence, and profitability, all while fostering collaboration instead of competition.

Key discussion areas:

How do you determine which services should remain in-house and which can be delivered by third-party partners?
What are the best practices for onboarding, training, and managing service partners across multiple countries, languages, and regulatory environments?
What incentives, programs, or royalties effectively motivate partners to sell, deliver, and grow service revenue?
How do you provide access to AI tools, diagnostics, troubleshooting guides, and best practices without losing control or brand integrity?
How can companies move from viewing partners as competitors to treating them as collaborators, suppliers, and growth enablers?
What strategies ensure service standards are met when work is performed by partners?

Room Leader –

Table 1 Facilitator – Yohan Morel, Director, Services & Solutions (Aftermarket Sales), EMEA and Asia Pacific, MSA - The Safety Company

Table 2 Facilitator – Alexander Hemler, EMEA Service & Support Director, Canon

Table 3 Facilitator –

Table 4 Facilitator –