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Our client is a global provider of rugged mobile computing solutions, helping organisations operating in demanding environments improve workforce productivity through durable devices, software and managed services. Having successfully introduced a Mobile IT As-a-Service offering, the company sought to transform it from a promising commercial initiative into a core pillar of its recurring revenue strategy across Europe.
The client had already demonstrated strong market demand for its Mobile IT As-a-Service offering, validating both the commercial proposition and the customer value of combining rugged devices with deployment, support and lifecycle services.
The next challenge was scaling the model consistently across multiple countries and sales channels. This required strengthening governance, improving commercial ownership, increasing sales adoption, refining pricing and catalogue management, enabling partners and resellers, and ensuring the supporting tools and operational processes could sustain continued growth.
Black Winch partnered with the client to accelerate the growth of its Mobile IT As-a-Service business across Europe. Building on an already successful offering, we helped strengthen the commercial, operational and organisational foundations required to scale recurring revenue with confidence.
Strategy
We supported the ongoing evolution of the Mobile IT As-a-Service strategy by reviewing commercial performance, aligning growth ambitions and refining the value proposition. We also helped position the offering as a complete customer solution, combining rugged devices with deployment, fulfilment, support, maintenance services and platform configuration within a single recurring commercial model.
Sales
We enabled both direct sales teams and channel partners through sales coaching, deal support, country enablement and practical guidance on positioning the As-a-Service proposition. We also supported configurator adoption, pricing logic and catalogue management, helping sales teams confidently build and sell tailored customer solutions. In parallel, we helped evolve the commercial organisation from a model driven primarily by executive sponsorship to one supported by dedicated As-a-Service champions across the business.
Funding
We strengthened the funding strategy by supporting a scalable financing approach through external funding partners, enabling higher funded volumes while preserving the flexibility required for a recurring service model.
Finance
We helped align the financial strategy with the company's evolving As-a-Service business, ensuring that commercial growth, recurring revenue objectives and funding structures were supported by an appropriate financial framework.
Operations
We provided recommendations to improve governance, operational execution and partner enablement across multiple countries. This included supporting reseller adoption, strengthening internal ownership of the programme and improving the tools, processes and operating model needed to scale the business consistently across Europe.
“Black Winch's unique hands-on approach delivers rapid results, supported by a vast and beneficial network of As-A-Service experts.”
Launching an As-a-Service offering is just the beginning. Sustainable growth depends on the right governance, sales enablement, funding strategy and operational foundations. Black Winch helps technology companies professionalise and scale recurring revenue models that drive long-term customer value and profitable growth.
Get in touch to discover how we can help accelerate your As-a-Service journey.