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Our client is a global technology company specializing in visualization and collaboration solutions for industries including healthcare, entertainment and enterprise. As recurring revenue became a strategic priority, the company set out to accelerate its transition towards scalable As-a-Service business models across multiple business units while supporting its broader circularity ambitions.
The client had already identified recurring revenue as a key growth driver and had several As-a-Service initiatives underway across different business units. However, these initiatives had developed independently, resulting in varying levels of maturity and limited opportunities for scale.
The ambition was to increase recurring revenue across the group while transforming existing hardware, software and service offerings into repeatable, profitable and circular As-a-Service models. This required assessing the maturity of six business units, identifying capability gaps and creating a consistent framework that could be applied across the organisation.
At the same time, two strategic initiatives required immediate attention: preparing a subscription-only commercial model for a new cinema platform and consolidating multiple healthcare service offerings into a scalable Diagnostic-as-a-Service proposition.
Black Winch partnered with the client to assess the maturity of its As-a-Service capabilities across six business units and define a roadmap for scaling recurring revenue. By combining strategic assessment with practical implementation guidance, we helped create a common framework that could support future XaaS development across the group.
Strategy
We designed and executed a comprehensive XaaS maturity assessment based on Black Winch's Infinite Loop framework. This included developing a detailed assessment methodology, interview guides and a 70-question evaluation framework before conducting 25 interviews across six business units. The resulting maturity scores highlighted strengths, identified capability gaps and established a clear roadmap for scaling As-a-Service across the organisation.
Using the client's cinema business as a flagship reference case, we also helped define the core building blocks of future As-a-Service models, including value propositions, pricing strategies, business cases, financial architecture, customer success models and recurring operational processes.
We refined value propositions for both the cinema and healthcare businesses, ensuring that recurring service models clearly articulated customer outcomes rather than product features. Recommendations supported the transition from standalone products to scalable subscription-based commercial offerings.
Finance & Funding
We developed the financial architecture required to support recurring business models, including funding and refinancing approaches, pricing logic and business case validation. This ensured future XaaS propositions could be both commercially attractive and financially sustainable.
Operations
We designed high-level operating models covering order-to-cash processes, customer success, refurbishment strategies and re-rental logic. These recommendations established the operational foundations needed to support circular business models while enabling scalable recurring revenue operations across multiple business units.
“Black Winch helped us run an As-A-Service maturity assessment across the group. Their framework has been a very useful instrument to structure the internal conversation coherently and surface needs and opportunities to scale AAS offerings.”
Scaling recurring revenue across an organisation requires more than individual service initiatives. It demands a clear strategy, aligned business units and a repeatable operating model that can be deployed across the business. Black Winch helps organisations assess their XaaS maturity, identify growth opportunities and build scalable business models that turn strategic ambition into measurable results.
Get in touch to discuss how we can help accelerate your As-a-Service journey.