Skip to main content
Marsh logo

Case Study

Launching a first-of-its-kind extended warranty program for a health care solutions company

Marsh helped launch a first-of-its-kind extended warranty program for a health care solutions company, driving revenue growth and expansion.

09/24/2026

The challenge:

A health care solutions company recognized the opportunity to further support their customer base in managing the unforeseen costs related to the repair and/or replacement of equipment critical to avoiding interruption in business operations. The health care solutions company services customers from both a sales and equipment service/repair perspective and customers rely on them for support and resolution of problems. In addition to finding solutions to enhance customer service for clients and drive customer lifetime value, the company was looking for new sources of growth.

The solution:

As the trusted risk advisor, Marsh’s Warranty Practice worked with the health care solutions company to evaluate the warranty market, design a tailored program structure, secure placement with a qualified provider, and support the launch of a first-to-market B2B extended service contract program within the health care equipment industry.

Marsh supported the client by:

  • Assessing program requirements, defining program scope, and aligning success criteria with commercial and operational priorities.
  • Leading a competitive request for proposal (RFP) process to identify qualified providers and secure strong market participation across a diverse set of health care product categories.
  • Negotiating a program structure aligned with the company’s financial, operational, and relationship objectives.
  • Supporting implementation to help ensure launch milestones were achieved on schedule.
  • Providing ongoing advisory support to strengthen program performance and guide future expansion.

The results:

Marsh’s guidance and solutions empowered the client to: 

  • Design and launch a first-of-its-kind B2B extended service contract program for a specialized segment of the health care equipment industry.
  • Identify and engage qualified industry providers through a competitive RFP process to support program structure and delivery.
  • Negotiate a financial structure and provider relationship aligned with the scale of the program and long-term growth objectives.
  • Maintain full control of customer service and support in alignment with the existing customer journey, business processes, and operating procedures.
  • Deliver a successful program launch on schedule within an accelerated implementation timeline.
  • Drive substantial, high-margin revenue growth through a warranty program recognized internally as one of the company’s most successful commercial initiatives.
  • Execute a unified, global warranty strategy by scaling the success of the U.S. program across additional geographies, leveraging proven learnings and partnering with Marsh to address local market requirements and complexities.

How Marsh can help

Marsh’s Warranty Practice supports companies through a seasoned team of advisory and consulting professionals experienced in building, managing, and maximizing extended warranty programs.

Start the conversation

Related insights

Affinity insurance programs report

Report

Using captives to unlock value in affinity insurance programs

04/16/2026
Unlocking growth through affinity insurance programs report

Report

Unlocking growth through affinity insurance programs

03/17/2026
Conference meeting

Podcast

Risk in Context Podcast: Harnessing warranty program data to mitigate risks and enhance loyalty

02/11/2025
Vehicles Driving on a Spaghetti Junction Interchange near Birmingham the UK at Sunset

Case Study

Transforming a transportation and logistics company’s insurance program

11/22/2024
View more