About the brand:
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Our client is a global technology company specializing in intelligent livestock management solutions for the agricultural sector. Combining connected sensors, on-farm infrastructure and cloud technology, the company helps dairy and livestock producers improve animal welfare, operational efficiency and farm performance through real-time data and digital services.

With strong technology foundations already in place, the company set out to evolve from a hardware-led business into a scalable Platform-as-a-Service (PaaS) provider.

The challenge:
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The client had already built a comprehensive ecosystem comprising connected sensors, local infrastructure, cloud capabilities and an established network of distribution partners. However, while these assets created a strong foundation, the commercial model remained largely centred around hardware deployment.

The ambition was to transition towards a cloud-based Platform-as-a-Service model that generated recurring customer value through continuous software, data and customer success services. Achieving this required redefining the value proposition, balancing direct customer relationships with partner responsibilities, and creating an omnichannel commercial strategy that could scale globally.

What we did:
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Black Winch partnered with the client to design the strategic and operational foundations of its Platform-as-a-Service transformation. Through assessment workshops, strategic planning and delivery support, we helped shape a scalable recurring revenue model built around customer success, partner collaboration and long-term value creation.

Strategy
We conducted an As-a-Service maturity assessment and facilitated executive workshops to define the company's Platform-as-a-Service vision. Together, we refined the value proposition, developed an omnichannel growth strategy and created a roadmap for transitioning from hardware sales to recurring cloud-based services.

Sales
We designed a Customer Success playbook that embedded lifecycle engagement into the commercial model, helping the organisation move beyond one-time equipment sales towards ongoing customer value creation. We also developed sales cycle retention scenarios and supported pilot programmes to validate the new approach before wider rollout.

Ecosystem
A key focus of the project was defining how the company's partner ecosystem would operate within the new Platform-as-a-Service model. We clarified the respective roles of distributors, implementation partners and the central organisation, ensuring that customers would benefit from a seamless experience while preserving the strengths of the existing channel network.

Operations
We supported the design of a scalable operating model that connected cloud services, local infrastructure and customer success activities. This included organisational alignment, discussions around central versus local responsibilities, and the operational framework required to support long-term recurring engagement with customers.

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Ready  to evolve from products to platforms?
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Transitioning from hardware sales to a Platform-as-a-Service model requires more than cloud technology. It demands the right commercial strategy, customer success model, ecosystem governance and operating framework to create lasting recurring value. Black Winch helps technology companies build scalable platform businesses that strengthen customer relationships and accelerate recurring revenue.

Get in touch to explore how we can help shape your next Platform-as-a-Service journey.

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