Meet Magento UK 2026 | Growing Accounts with SaaS & the Internet of Things | Evgenii Garde

Evgenii Garde, Head of Marketing for Tool Services at Hilti GB, brought a case study from an unlikely industry, to make a point that applies just as well to ecommerce: how do you sell a premium product against cheap alternatives? Don’t sell the tool. Sell everything built around it. It was his first time speaking at Meet Magento UK, after more than a decade in digital services for construction. His story started with a genuine occupational hazard: power tools cause hand-arm vibration syndrome, which is heavily regulated in the UK and land construction firms hundreds of thousands in fines if workers go over their usage limits. Hilt’s answer was to stop simply selling tools and start selling a subscription. He was clear that the aim wasn’t - and isn’t - to take people out of the sale - solution consultants handle the business case, implementation specialists do on-site rollouts, and every account gets a quarterly health check built from the platform’s own data, with AI kept to internal jobs like dictating CRM notes. By his figures, Hilti turns over more than £6bn globally and the platform side of the business is growing around 30% a year - and he drew a direct parallel to an earlier stint at Michelin, where the same consultative model was used to sell premium tires to logistics firms. #MM26UK was Meet Magento UK’s 16th year, its 9th being hosted by JH, The Breakthrough Agency. LINKS & RESOURCES: 🌐 Learn more about Meet Magento UK: Meet Magento UK Channel: https://bit.ly/MMUKYT Subscribe to the Meet Magento UK Newsletter: https://bit.ly/MMUKNews Visit the Meet Magento UK website: https://meet-magento.co.uk/ 🏢 Brought to you by JH - The Breakthrough Agency: Visit the JH website: https://wearejh.com/ Sign up to The Friday Five newsletter: https://bit.ly/JHFridayFive 🎟️ Get updates on Meet Magento UK 2027: Follow MMUK on LinkedIn: / meet-magento-uk 🔔 Subscribe to the channel for more Adobe Commerce, Magento, and eCommerce insights! #MeetMagento #MM26UK #eCommerce #AdobeCommerce #magentoecommerce #Magento