About the brand:
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Our client is one of the world's leading providers of inspection and quality control solutions for the glass packaging industry. Its technologies help manufacturers improve production quality, reduce waste and optimize operational performance through advanced inspection systems and real-time production data.

As manufacturers increasingly seek performance-based partnerships and digital services, the company set out to complement its equipment business with an Inspection-as-a-Service and Data-as-a-Service offering.
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The challenge:
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The client wanted to move beyond traditional equipment sales by developing an Inspection-as-a-Service business model that combined industrial assets, software and data into a recurring service offering.

A major customer opportunity created the ideal launch platform, but also introduced significant commercial and financial complexity. The company needed to define a compelling value proposition, establish an appropriate pricing and go-to-market strategy, structure the contractual framework, secure financing and successfully negotiate a high-value customer agreement while ensuring the model could be replicated for future projects.
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What we did:

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Black Winch partnered with the client to transform a complex equipment and services opportunity into a fully structured Inspection-as-a-Service offering. From commercial strategy to funding and deal execution, we helped create the foundations for a scalable recurring revenue model while supporting the successful closure of a flagship customer transaction.

Strategy
We refined the Inspection-as-a-Service value proposition and helped define a commercial model capable of delivering measurable customer outcomes rather than simply selling equipment. Our work aligned the business model with the company's long-term servitization strategy and prepared the organisation for future As-a-Service opportunities.

Marketing
We developed the go-to-market approach and pricing strategy, ensuring the offering clearly communicated the value of combining inspection technology, data and ongoing services within a recurring commercial model.

Sales
Working closely with executive leadership, we coached the commercial team throughout the negotiation process for a major strategic customer. We helped structure the commercial proposal, navigate complex stakeholder discussions and successfully close the company's first large-scale Inspection-as-a-Service transaction, creating a blueprint for future deals.

Funding & Finance
We addressed the financing challenges associated with delivering a high-value service model by exploring funding solutions for both current and future projects. We supported discussions with financing partners and aligned the commercial structure with investor expectations, enabling a financially sustainable model capable of supporting significant capital investments.

Operations
We designed and finalised the contractual framework required to support the recurring service model, ensuring that commercial, operational and financial responsibilities were clearly defined. The resulting structure provided a repeatable foundation for delivering future Inspection-as-a-Service projects at scale.
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“We worked with Black Winch to help our company enter into the As-a-Service market. The project that we undertook was very challenging as it was truly an outcome-based model. Being our first As-a-Service project of this magnitude, it was key to have guidance from Black Winch's team who has experience in this industry. The Black Winch team was extremely hands-on, deeply involved in the project and put in the efforts to ensure success.” Managing Director, Americas

Ready to commercialize your As-a-Service offering?
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Moving from equipment sales to an outcome-based business model requires more than a new pricing strategy. It demands the right combination of value proposition, commercial execution, contractual design and funding expertise. Black Winch helps industrial companies design, finance and launch scalable As-a-Service models that accelerate recurring revenue and long-term growth. 

Contact us to discuss how we can help bring your next service model to market.