In this episode of TECHtonic, host Thomas Lah sits down with Angelica Riemann, SVP and President of the CrossLab Group at Agilent Technologies, to unpack how a legacy hardware company is transforming into a modern, recurring-revenue powerhouse.

From its origins as a spinout of HP to becoming a global leader in lab innovation, Agilent is redefining what it means to deliver value—not just through instruments, but through an integrated ecosystem of services, consumables, software, and digital experiences.

Angelica reveals how Agilent is:

  • Building a “flywheel” of recurring revenue across the entire lab lifecycle
  • Navigating increasingly complex buying personas and pricing models
  • Leveraging AI and digital tools to transform both customer support and internal operations
  • Shifting from selling products to delivering outcomes and workflow solutions

The conversation also explores the future of enterprise buying—where frictionless digital experiences, self-service support, and even AI-to-AI transactions are reshaping how customers engage.

If you're in tech, services, or any industry facing disruption, this episode offers a powerful look at how to evolve your business model for a world that demands more value, speed, and flexibility.

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