Driving Revenue Through Field Intelligence: The JM Brennan Playbook

The Opportunity

JM Brennan’s journey with XOi began as a way to improve operational efficiency for their technicians and streamline the communication between service and sales, but today, it has evolved into a strategic advantage for their sales organization. By applying the same automation (for site survey data collection), equipment intelligence, and workflow efficiencies that transformed their service operations, JM Brennan has streamlined their sales process, accelerated revenue growth, and increased deal closures.

The Solution

Applying XOi’s Efficiency to Optimize the Sales Process

Initially, XOi was implemented to improve documentation and streamline service workflows. Now, JM Brennan is leveraging the platform to transform how they generate, track, and close sales opportunities.

• Service-to-Sales Workflow: Sales reps and project managers now receive instant, real-time insights on equipment conditions, allowing them to act on new sales opportunities without delays.
• Accelerating Sales with Fast Quoting & Follow-Ups: By using the real-time XOi field data and eliminating manual inefficiencies, quotes that once took days are now sent within hours, ensuring timely proposals, easy follow-ups, and more deal closures.

Turning Service Data into Sales Intelligence

By integrating XOi’s enriched equipment data reports into their sales strategy, JM Brennan is using XOi to prioritize outreach and engage customers with real, actionable data.

• Proactive Sales Strategy: With a full view of customer assets and equipment details like equipment age, condition, and refrigerant type, service project managers can make preemptive recommendations that drive new conversations—and revenue.

• Pre-Sales Differentiation: Whether it’s site surveys or preventive maintenance discussions, XOi helps JM Brennan bring value before the sale—building trust and setting the company apart in competitive bids.

The Results

By extending XOi to their sales team, JM Brennan has realized tangible business outcomes:

• 65–70% close rate on field quotes, doubling their previous rate of 35%

• $9M in new revenue opportunities, driven by faster, more targeted workflows— shifting quoting from a sales task to a quick admin process

• 90% of quotes sent within 1-2 hours, accelerating deal cycles and follow-up

• $600K in new Preventive Maintenance Agreements (PMAs) closed by one rep last year powered by XOi insights.

• Major enterprise wins, including high-profile accounts Amazon

Conclusion

JM Brennan has proven that jobsite intelligence isn’t just about service operations—it’s a powerful growth engine for sales. What started as a way to streamline technician workflows and improve productivity has transformed the company’s sales process, accelerated revenue, and positioned them as an innovative leader in their market.

With XOi, their technicians provide the insights, their sales teams drive value-based conversations, and together, they’re closing more business than ever before.