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MVRO is a retail building consultancy that helps retailers and property owners design, develop and optimize commercial spaces. As customer expectations and sustainability requirements evolve, MVRO set out to transform its business model by moving from project delivery to long-term ownership and management of building assets through Building-as-a-Service and Store-as-a-Service solutions.
MVRO's ambition was to move beyond its traditional consultancy role by retaining ownership of the equipment required in commercial buildings and retail stores through a Building-as-a-Service and Store-as-a-Service model.
To achieve this, the company first needed to determine whether its solution was suitable for a scalable As-a-Service model. More importantly, it needed to design an end-to-end business model capable of bringing together manufacturers, suppliers, funding partners and service providers into one integrated offering that would meet the complete needs of both retailers and landlords.
Black Winch partnered with MVRO to assess the feasibility of its Building-as-a-Service vision and design a unique and scalable business model. Our work focused on validating the solution's eligibility, aligning the entire ecosystem and creating a unified commercial offering that could deliver long-term value to both retailers and landlords.
Strategy
We assessed the eligibility of MVRO's assets and services for an As-a-Service model and developed a roadmap for implementation. Together, we refined the value proposition, defined the go-to-market strategy and designed a scalable commercial model that incorporated the full ecosystem required to deliver the service.
Sales
We trained the sales team to position and sell the new As-a-Service offering, helping them communicate customer value beyond traditional consultancy services. We provided sales tools, messaging and guidance to strengthen customer conversations, refine pitches and overcome objections during the transition to a recurring revenue model.
Funding
We identified and mapped suitable funding partners and proposed funding structures that would enable MVRO to retain ownership of assets while maintaining a financially viable business model. The funding approach considered asset-backed and usage-based financing options aligned with long-term service delivery.
Finance
We evaluated asset performance, residual value and second-hand market potential to assess long-term financial sustainability. This analysis informed the economic model and ensured the proposed solution could generate recurring value while effectively managing lifecycle risk.
Ecosystem
A key element of the project was designing an ecosystem capable of delivering Building-as-a-Service at scale. We reviewed manufacturers, suppliers and service partners, assessed operational and performance risks across the value chain, ensured contractual commitments were aligned between MVRO and its partners, and defined clear roles and responsibilities to create a seamless customer experience.
Creating a successful Building-as-a-Service or Product-as-a-Service model requires more than a subscription offering. It demands the right combination of strategy, funding, partners and commercial execution. Black Winch helps organizations design scalable ecosystem-based business models that unlock recurring revenue while creating lasting value for customers.
Get in touch to explore how we can help turn your assets into sustainable service businesses.