Close
A selection of customers for whom we build or scale their As-A-Service models.
I have known Yann and the Black Winch team for several years and I can verify that they are the true "As-A-Service" experts.
Black Winch gave great guidance in the initial development of our As-A-Service proposition.
Yann and the Black Winch team are experts in the world of "As-A-Service" and guided us to improve our performance and business model on our IT and Wi-Fi network so we were able to fulfil our mission: give our visitors an unforgettable experience.
Phase 1 of our project with Black Winch has given us insights in how we can improve our processes. It will help us be ready for scaling our leasing proposition as soon as possible.
As executives and evangelists, Yann and the Black Winch team have been at the forefront of the As-A-Service industry. They have a keen understanding of the business model and walk the talk.
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.
Working closely with Yann and the Black Winch team to support us to set new standards around our As-A-Service ambitions. This is a great opportunity for our customers and partners to leverage.
Black Winch's unique hands-on approach delivers rapid results, supported by a vast and beneficial network of As-A-Service experts.
The Black Winch team is approachable and experienced, offering valuable insights and real-life examples to navigate the complex As-a-Service transition.
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.
Lorem ipsum dolor sit amet, consectetur adipiscing elit, sed do eiusmod tempor incididunt ut labore et dolore magna aliqua. Ut enim ad minim veniam, quis nostrud exercitation ullamco laboris nisi ut aliquip ex ea commodo consequat. Duis aute irure dolor in reprehenderit in voluptate velit esse cillum dolore eu fugiat nulla pariatur.
Block quote
Ordered list
Unordered list
Bold text
Emphasis
Superscript
Subscript
Interview with Stefan Bekker, CFO at AVEX
AVEX is a specialist in AV solutions for the professional market with 35 years of experience. Our specialists build functional and fine audiovisual installations for conference rooms, lecture rooms, courtrooms and congress rooms. AVEX also provides control rooms, emergency rooms and large public buildings such as stadiums and sport centres with the right image and sound.
The world around us is constantly changing. Companies are consciously opting to no longer buy audiovisual solutions, but instead pay for their use. Therefore, we created AV-FLEX®. AVEX offers an innovative and highly flexible way to access a full AV package As-A-Service.
AV-FLEX allows organisations to pay for their AV equipment and services over time. No upfront investment is needed, which helps with cash flow as cash is king. Refreshing equipment on a regular basis for a superior user experience is another advantage of AV-Flex. Finally, AV-Flex allows organisations to become more sustainable as assets and raw materials are properly recycled, which saves e-waste from landfills, or given a 2nd life.
''Over the past years, we signed many AV-Flex contracts on our own balance-sheet. However, to remain agile, we realised we needed to take another approach''.
AV-Flex was launched more than 10 years ago to meet market needs. So we were pioneers. However, now the demand is massively increasing and we need to scale up our As-A-Service solution and this is why we contacted Black Winch.
Over the past years, we signed many AV-Flex contracts on our own balance-sheet. However, to remain agile, we realised we needed to take another approach. We are also conscious that As-A-Service is a different type of sale and we need to adapt our sales strategy accordingly.
''We hired Black Winch because we liked their hands-on approach and because of their proven As-A-Service expertise''.
We hired Black Winch to help us find a funding partner. Black Winch carried out a thorough analysis and recommended us a funding partner adapted to our needs, our technology and our customers. Then, they helped us create and negotiate AV-FLEX contracts with our new funder.
From a sales perspective, Black Winch is here to train our sales team and equip them with the best As-A-Service selling techniques. Black Winch team is also helping our marketing team fine tune our AV-Flex marketing materials to remain relevant.
We hired Black Winch because we liked their hands-on approach and because of their proven As-A-Service expertise.
''Black Winch is here to train our sales team and equip them with the best As-A-Service selling techniques''.
We have had a very positive experience with Black Winch. We see them as an extended part of our team. The communication is easy and the teams get along well.
Overall, we are scaling our As-A-Service solution thanks to Black Winch. Our sales team feels more confident selling AV-Flex. Our messaging around As-A-Service is also more on-point and we benefit from their fresh insights around the top As-A-Service trends.
''Overall, we are scaling our As-A-Service solution thanks to Black Winch. We see Black Winch as an extended part of our team. It's really team work. Black Winch and AVEX together''. Stefan Bekker, CFO AVEX
If you have an existing As-A-Service solution but need to scale it with experts who walk the talk, then Black Winch is for you the perfect partner.
Our client is a global leader in sustainable packaging solutions, helping businesses improve efficiency, reduce waste and support circular economy initiatives through innovative packaging products and services. Looking beyond traditional product sales, the company sought to transform one of its proprietary solutions into a recurring subscription offering that would deliver continuous value to customers while reinforcing its sustainability strategy.
The client wanted to move beyond selling packaging products by launching its Nano solution as an As-a-Service offering. Rather than focusing on one-off product transactions, the ambition was to create a value-based, circular business model centred on long-term customer outcomes.
Before bringing the offer to market, the company needed to determine whether it had the commercial, operational and organisational capabilities to successfully deliver Nano as a subscription service. It also needed to refine the value proposition, prepare a pilot programme, equip its sales teams to sell value instead of products, and establish a scalable go-to-market strategy for future growth.
Black Winch partnered with the client to assess its readiness for As-a-Service and develop the strategic foundations required to successfully launch Nano as a recurring subscription offering. Through a combination of capability assessment, commercial design and sales enablement, we helped transform an innovative packaging solution into a scalable, value-driven service model.
Strategy
We conducted a comprehensive As-a-Service maturity assessment to evaluate the organisation's readiness across commercial, operational and organisational dimensions. Through stakeholder interviews, customer validation and expert feedback, we identified capability gaps, refined the strategic direction and developed recommendations for launching a successful pilot and scaling the offering.
Marketing
We worked closely with the client to strengthen the Nano value proposition, ensuring it clearly communicated customer outcomes rather than product features. We also helped define the go-to-market approach and commercial positioning needed to differentiate the subscription model within a competitive packaging market.
Sales
We supported the sales organisation in shifting from product-led conversations to value-based selling. By developing targeted sales enablement materials and commercial messaging, we equipped teams to confidently articulate the operational, financial and sustainability benefits of the new subscription model while preparing them to successfully launch the pilot programme.
Operations
Our recommendations helped define the operational framework required to deliver Nano as a scalable recurring service. By embedding circular economy principles into the commercial model, we supported the client's ambition to transition from transactional packaging sales towards long-term customer partnerships built around continuous value creation.
“The report has gathered together all the different elements that until now were fragmented.”
Transitioning from product sales to an As-a-Service model requires more than a subscription offering. It takes the right value proposition, commercial strategy, sales enablement and operational readiness to succeed. Black Winch helps organisations design, validate and scale circular business models that create long-term customer value and recurring revenue.
Get in touch to explore how we can help bring your next As-a-Service offering to market.
Our client develops digital solutions that help cities, infrastructure operators and telecommunications companies make better planning decisions through geospatial data, simulation and artificial intelligence. With an established software platform already serving the market, the company set out to transform its go-to-market model from bespoke projects and perpetual licensing towards a scalable Cloud/SaaS business.
The client had already developed a strong software solution with proven market demand. However, the business continued to operate largely through customised projects and perpetual licensing, limiting scalability and recurring revenue potential.
Supported by a new strategic vision, the company wanted to evolve into a software publisher with a product-led growth approach. This required transforming its existing platform into a standardized Cloud/SaaS offering with clear packaging, pricing and commercial processes. At the same time, it needed to automate quote-to-cash operations, optimise AI usage costs, improve profitability and establish the operational foundations required to support sustainable recurring revenue growth.
Black Winch partnered with the client to assess its SaaS readiness and define the roadmap for productizing its Cloud platform. Through a comprehensive maturity assessment, we identified the structural changes required to move from a project-driven organisation to a scalable SaaS business with repeatable commercial and operational processes.
Strategy
We conducted a Move-to-SaaS diagnostic and maturity assessment to evaluate the organisation's readiness across product, commercial and operational dimensions. Based on this analysis, we identified key scale blockers and developed a prioritised transformation roadmap to guide the transition towards a recurring revenue model.
Sales
We redesigned the commercial offer by defining clear product packaging, pricing structures and monetisation logic. The new approach simplified the customer proposition, included a SMB offer to support the down-market strategy, reduced reliance on bespoke projects, and established a scalable commercial framework aligned with product-led growth principles.
Finance
We developed pricing and usage models that incorporated AI consumption costs, ensuring the SaaS model remained both commercially attractive and financially sustainable. This work helped balance customer flexibility with long-term profitability.
Operations
We assessed the client's Quote-to-Revenue (Q2R) to identify operational bottlenecks that limited scalability. Our recommendations included improvements to RevOps capabilities, automation opportunities and an interoperability assessment between CRM, Order-to-Cash and financial systems, creating the operational foundation needed to efficiently manage recurring revenue at scale.
Moving to SaaS requires more than a subscription pricing model. Success depends on the right product packaging, pricing strategy, revenue operations and commercial architecture. Black Winch helps software companies accelerate their transition from project-based delivery to scalable recurring revenue businesses.
Get in touch to discuss how we can help build your next SaaS growth engine.
Our client is a global, Japan-headquartered provider of rugged mobile computing solutions that enable organisations operating in demanding environments to 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 indirect 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." Dr Timo Unger, Head of Business Planning, Panasonic Connect Europe
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.
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 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.
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 a robust Revenue Architecture, including 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 from the product features to the value-based pricing model, 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 partner-led sales towards ongoing Direct-to-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 co-ownership of the central organisation, ensuring that end-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, a customer data layer 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. We also set the principles of a scalable Revenue Operations IT stack from CRM to Order-to-Cash to ERP, enabling some self-service capabilities to better serve the end-user and automate the growth.
"Black Winch has been very helpful to us within Livestock Management over the past months with in our transition from selling products to selling solutions, potentially as-a-service, mostly when it comes to defining our strategic ambition, what this means and the steps to take to get there. We now have a plan and the organizational buy-in to take it further."
Transitioning from hardware sales to a Platform-as-a-Service model requires more than cloud technology. It demands the right Revenue Architecture (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.
Our client, private equity owned, develops intelligent connectivity, charging and device management solutions for businesses operating in sectors such as consumer electronics, mobile device testing and circular technology. With growing demand for managed services and recurring commercial models, the company had already begun its transition towards XaaS and was looking to accelerate this transformation across its product portfolio.
The client had already established strong foundations for recurring revenue, with proven product market fit, clear market demand and several promising opportunities in Circular Tech and Software Quality Assurance (SQA). However, the business was still largely organised around hardware sales, limiting its ability to fully capture the long-term value of recurring commercial models.
Supported by private equity investors and facing increasing willingness to grow predictable recurring revenues, the company needed to accelerate its XaaS transformation. This required strengthening its revenue architecture, refining pricing, improving operational scalability and establishing the governance needed to support sustainable growth.
Black Winch partnered with the client to assess its XaaS maturity and develop a practical roadmap for accelerating recurring revenue. Rather than designing a theoretical subscription model, we focused on identifying the structural improvements needed to transform existing market momentum into scalable commercial execution.
Strategy
We conducted a comprehensive Transformation Maturity Assessment to evaluate the company's readiness for XaaS across commercial, operational and organisational dimensions. Based on this assessment, we delivered a tailored XaaS Acceleration Plan that prioritised the initiatives required to strengthen execution and support long-term recurring revenue growth.
We helped refine the commercial offering by strengthening the value proposition and pricing approach for bundled hardware, software and service solutions. Our recommendations focused on improving monetisation, simplifying customer propositions and supporting the transition from transactional product sales to outcome-based recurring services.
Sales
We supported the evolution of the commercial model from hardware-led selling towards integrated subscription and managed service offerings. By defining a clearer revenue architecture and go-to-market approach, we helped position the organisation to become a proactive market driver rather than a traditional hardware supplier.
Operations
We structured the next phase of the transformation around recurring revenue governance, operational scalability and the supporting data architecture. Recommendations included improvements to the revenue management framework, executive governance, reporting capabilities and operational processes required to scale XaaS with confidence.
Building recurring revenue is about more than launching a subscription. It requires the right commercial architecture, operational foundations and governance to scale successfully. Black Winch helps technology companies assess their XaaS maturity, identify growth opportunities and turn promising initiatives into scalable recurring revenue businesses.
Get in touch to discover how we can help accelerate your transformation.
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.
Our client is a global leader in healthcare technology, delivering advanced medical equipment, software and services that support healthcare providers around the world. As healthcare organisations increasingly seek flexible financing and consumption models, the company wanted to strengthen the adoption of its financing solutions by empowering its commercial teams with the right tools and messaging.
The client already offered financing solutions to its customers, but adoption was below expectations. Sales teams were primarily focused on selling medical technology and often lacked the confidence, knowledge and supporting materials to position financing as part of the overall customer solution.
Existing marketing and sales collateral had grown over time and no longer reflected customer needs or sales best practices. Messaging was inconsistent, materials were difficult to navigate, and financing was often perceived as a complex topic rather than a commercial opportunity.
Black Winch partnered with the client to redesign its sales enablement approach, transforming complex financing content into engaging, practical tools that increased confidence and encouraged wider adoption across the commercial organisation.
Marketing
We conducted interviews with both sales teams and customers to better understand market expectations, commercial challenges and customer needs. We reviewed the existing documentation suite and streamlined the messaging into shorter, more impactful materials that clearly communicated the customer value of financing solutions while aligning with real market conversations.
Sales
We developed a comprehensive suite of sales enablement tools, including a sales playbook, battlecards, training sessions, role-play exercises, quizzes and practical checklists. Designed to make financing more accessible and engaging for sales teams without financial expertise, these tools increased confidence, simplified customer conversations and supported stronger internal adoption of the financing proposition.
“Black Winch revamped our marketing and sales materials, making them more impactful and aligned with market needs. Their fresh approach energized our sales team, boosted internal adoption, and made financing easier to sell.’’
Even the best financing or As-a-Service solution will struggle if your sales teams aren't equipped to communicate its value. Black Winch helps organisations transform complex commercial propositions into clear, compelling sales conversations through practical enablement tools, engaging training and customer-focused messaging.
Get in touch to discover how we can help accelerate adoption of your commercial offering.
Our client is a global provider of IT infrastructure, digital solutions and managed services, helping organisations accelerate their digital transformation through innovative technology and service-based business models. As demand for flexible consumption models increased, the company had already developed its As-a-Service offering and wanted to accelerate internal adoption across its commercial organisation.
The client had invested significantly in developing its As-a-Service proposition, but its value proposition was not being consistently communicated across the sales organisation.
Sales teams had access to numerous presentations, documents and supporting materials, making it difficult to identify the right content at the right stage of the customer journey. Messaging lacked consistency, case studies were not optimised for commercial conversations, and the overall value proposition had yet to gain widespread internal adoption.
Black Winch partnered with the client to review its complete sales enablement ecosystem and transform fragmented content into a structured, easy-to-use commercial framework. The result was a comprehensive sales playbook that aligned messaging, methodology and supporting materials to improve adoption and commercial effectiveness.
Marketing
We reviewed the client's existing value proposition, marketing collateral and supporting documentation to identify inconsistencies, duplication and opportunities for improvement. We streamlined the messaging, strengthened the connection between market insights and customer outcomes, and redesigned case studies to make them more relevant and impactful during customer conversations.
Sales
We created a comprehensive sales playbook that consolidated all essential sales and marketing information into a single, structured reference guide. The playbook aligned every piece of supporting content with the client's sales methodology, providing clear guidance on which tools, presentations and materials should be used at each stage of the sales process. This gave sales teams greater confidence when positioning the As-a-Service offering and significantly improved internal adoption.
The redesigned approach resulted in a threefold increase in engagement with sales and marketing materials and enabled sales teams to access the right supporting content 50% faster, improving both efficiency and consistency across the organisation.
"Clearly the Sales Playbook helped in terms of concrete output. However I have found the collaboration helpful in also sense-checking, or bouncing ideas off of an independent expert in the as-a-service discipline.''
''First, it confirmed that we're on the right track with our understanding of 'as-a-Service' and why we should continue pursuing this. Second, hearing from independent experts encouraged people outside of our team to take a fresh look at how they're doing things and consider the potential benefits of using more service-based approaches.''
A strong As-a-Service proposition only creates value when your commercial teams know how to communicate it. Black Winch helps organisations strengthen their messaging, equip their sales teams and create practical enablement tools that drive adoption, improve consistency and accelerate commercial success.
Get in touch to discover how we can help turn your strategy into sales results.
Our client is a private equity-owned business and 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.
The client wanted to move beyond traditional equipment sales by developing an Inspection-as-a-Service business model that combined industrial assets, associated services, 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 supplier 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.
Black Winch partnered with the supplier to transform a complex equipment and services opportunity into a fully structured Inspection-as-a-Service offering. From commercial strategy to funding, contract design 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, including a combination of Pay-Per-Use and outcome based pricing, 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 director throughout the negotiation process for a major strategic customer. We helped structure the commercial proposal, navigate complex stakeholder discussions, negotiate with end-customer legal teams, and successfully close the company's first large-scale Inspection-as-a-Service transaction, creating a blueprint for future deals.
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.
“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
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.
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.
Our client is a leading independent technology and services provider, helping organisations design, deploy and manage IT infrastructure and workplace technologies. With an established device leasing programme already supported by funding partners, the company wanted to strengthen its leasing business by improving profitability, simplifying operations and gaining greater control over the end-of-lease lifecycle.
The client already offered device leasing through established funding agreements, but recognised an opportunity to improve both the commercial performance and operational efficiency of its leasing programme.
As leasing volumes increased, managing end-of-lease processes became more complex. The company wanted to gain greater control over the complete leasing lifecycle while improving profitability, strengthening competitiveness and reducing dependence on existing operational constraints. At the same time, it needed to ensure that any new business model remained compliant with IFRS lessor accounting principles, particularly around residual value accounting, without increasing balance sheet exposure.
Black Winch partnered with the client to redesign the operational and financial foundations of its leasing business. Working alongside business, finance, accounting and IT teams, we helped define a new operating model while supporting the specification and implementation of a software solution capable of managing leasing contracts and lessor accounting more effectively.
Operations
We redesigned the end-of-lease operating model to simplify billing, collections, payment transfers and contract management. We also helped define specialised operational teams, workflows and governance, supported by advanced As-a-Service processes and tooling. In parallel, we coordinated with the client's software provider to specify the functionality required to efficiently manage leasing contracts, lifecycle events and lessor accounting.
Funding
We designed a more scalable funding strategy by supporting the transition towards a multi-funder approach. The new model reduced operational dependency on a single financing structure while creating greater flexibility for future leasing growth.
Finance
We worked closely with finance and accounting teams to assess the application of IFRS lessor accounting principles relating to residual values. Together, we designed a business model that enabled investment in residual values without jeopardising equipment derecognition or the timing of revenue and margin recognition. The resulting financial strategy improved upfront margin recognition while strengthening end-of-lease profitability.
“While we mastered leasing tactics, Black Winch took us further with an innovative strategy that enabled upfront margin recognition, significantly boosting our bottom line.”
As leasing programmes grow, operational complexity and accounting requirements can quickly become barriers to profitability. Black Winch helps technology providers redesign their operating models, optimise funding structures and implement the processes and tools needed to manage the complete leasing lifecycle with confidence.
Contact us to discover how we can help strengthen your As-a-Service business.
iWell is a Dutch clean energy company specializing in intelligent modular battery storage systems for real estate investors, housing corporations, SMEs and industrial customers. Its solutions help customers optimize energy consumption, reduce grid dependency and accelerate the energy transition. To meet growing market demand, iWell launched Cube-as-a-Service, a leasing model that enables customers to benefit from battery storage without upfront capital investment.
Cube-as-a-Service had already proven its market fit, with strong customer demand and a compelling value proposition. The next challenge was enabling the model to scale sustainably.
As demand accelerated, financing projects directly from iWell's balance sheet began limiting growth capacity. At the same time, the company wanted to strengthen shareholder value, streamline operational processes, optimize legal and contractual frameworks, and establish funding partnerships that would reduce balance-sheet exposure. Faster access to funding and quicker revenue recognition also became critical priorities for supporting rapid expansion.
Black Winch worked alongside iWell to strengthen the commercial and financial foundations of Cube-as-a-Service, making the model more scalable, attractive to investors and easier to operate as volumes increase.
- Strategy
We assessed the existing service model and developed a roadmap for scaling Cube-as-a-Service through funding structures aligned with iWell's long-term growth ambitions. The focus was on creating a repeatable model capable of supporting increasing deployment volumes.
- Funding
We reviewed the existing contractual framework, evaluated cooperation structures with financing partners, and designed an approach that would enable more off-balance-sheet financing. We also developed a comprehensive funding communication package to support investor discussions and accelerate the onboarding of new funding partners.
- Finance
Our work focused on reducing balance-sheet constraints while improving the company's ability to finance future projects more efficiently. By supporting a more scalable funding architecture, iWell could pursue growth without proportionally increasing capital requirements.
- Operations
We assessed back-office processes and contractual workflows to improve operational efficiency and reduce administrative complexity. The resulting framework provides a stronger operational foundation for managing larger project volumes while facilitating collaboration between iWell and external funding partners.
"Phase 1 of our project with Black Winch has given us insights in how we can improve our processes. It will help us be ready for scaling our leasing proposition as soon as possible." Harm Welleweerd, CEO
Whether you're launching an Energy-as-a-Service, Equipment-as-a-Service or any other recurring business model, scaling successfully requires more than customer demand. The right funding structure, contractual framework and operational processes are essential to unlock sustainable growth without putting unnecessary pressure on your balance sheet.
Get in touch with Black Winch to explore how we can help you build a scalable, fundable and profitable service model.
Our client is one of the world's largest technology companies, delivering innovative consumer and enterprise devices to millions of customers worldwide. With an established device financing ecosystem already in place, the company continuously seeks to improve the customer experience while maximizing the value of assets throughout their lifecycle.
The client already operated a mature device leasing and refinancing ecosystem supported by multiple financing partners. Rather than launching a new commercial model, the objective was to professionalize and scale the End-of-Term (EOT) lifecycle as device volumes continued to grow across the EMEIA region.
Managing increasing numbers of returned devices required a more robust operational framework that could coordinate customers, funders, reverse logistics providers and IT Asset Disposition (ITAD) partners while maintaining a seamless customer experience. At the same time, the company wanted to maximize the residual value of returned devices, strengthen circularity, industrialize operational processes and create a long-term framework for End-of-Term, Guaranteed Buy-Back (GBB) and Guaranteed Buy-Out (GBO) programmes.
Black Winch partnered with the client to optimize and operate its End-of-Term ecosystem, creating a more efficient, customer-focused and scalable lifecycle management framework. Acting as an operational intermediary between all stakeholders, we helped coordinate the complete return journey, from customer engagement through to asset recovery, resale and financial reconciliation.
Strategy
We analysed the existing End-of-Term model, including contractual frameworks, regional variations, operational processes and stakeholder responsibilities, to identify improvement opportunities. Based on this assessment, we developed a refreshed End-of-Term strategy and a renewed operating framework for EOT, Guaranteed Buy-Back and Guaranteed Buy-Out programmes, designed to support long-term growth and operational excellence.
Sales
We helped shape a proactive refresh strategy that enabled sales teams to engage customers earlier in the device lifecycle and adopt a stronger refresh mindset. Customer communication, activation planning and return processes were redesigned to create a smoother, more consistent End-of-Term experience while improving programme participation.
Operations
Black Winch designed and optimized end-to-end operational processes covering customer engagement, return scheduling, reverse logistics, ITAD coordination, asset auditing, grading, resale, reporting and financial reconciliation. We also introduced improved workflows, communication tools and governance mechanisms to ensure consistent execution across multiple markets and partners.
Funding
We supported the evolution of the client's multi-funder strategy by improving coordination between financing partners and defining a more scalable operating model. We also contributed to the initial strategic thinking around an in-house financing capability to further streamline funding operations over time.
Circularity
Improving asset recovery was central to the programme. We enhanced End-of-Term processes to maximize the residual value of returned devices, strengthened collaboration across the reverse supply chain and reinforced circular lifecycle management by extending product value through refurbishment, resale and responsible asset disposition.
"Working closely with Yann and the Black Winch team to support us to set new standards around our As-A-Service ambitions. This is a great opportunity for our customers and partners to leverage." Erik Swart, Country leader enterprise, Apple
Launching an As-a-Service model is only the beginning. Long-term success depends on efficiently managing the entire asset lifecycle, from customer onboarding to End-of-Term, refurbishment and remarketing. Black Winch helps organizations optimize operations, improve customer experience and unlock greater value through circular business models.
Contact us to discover how we can help you build a scalable lifecycle management strategy.
Our client is one of the world's leading ICT companies, with operations in more than 160 countries and a broad portfolio of computing and technology solutions for businesses and consumers. To respond to changing customer expectations and support the transition towards more circular business models, the company introduced leasing and As-a-Service solutions to complement its traditional product sales.
Although the client had successfully launched its leasing offering, adoption remained below expectations. The company had invested in financing solutions, but the commercial results were not yet aligned with its ambitions.
Operating through an extensive indirect reseller network created additional complexity. Resellers lacked the confidence, tools and commercial incentives to position financing and As-a-Service solutions effectively, while internal sales teams were still leading most customer conversations. The organisation needed to increase market awareness, generate more qualified leads and empower its reseller ecosystem to independently sell recurring commercial models.
Black Winch partnered with the client to accelerate the commercial adoption of its As-a-Service offering. Rather than redesigning the business model, we focused on strengthening the sales and marketing engine behind it, enabling both internal teams and reseller partners to confidently generate demand and convert opportunities.
Strategy
We supported the transition from a limited pilot programme to broader market deployment by defining a scalable commercial strategy. This included evolving from isolated initiatives to a structured approach capable of increasing market reach and building sustainable As-a-Service adoption across the reseller network.
Marketing
We developed and executed market education and lead generation initiatives designed to increase awareness of the leasing offering. Localised marketing materials, customer success stories, campaigns and sales collateral helped create market demand while equipping reseller partners with consistent messaging to communicate the value of As-a-Service solutions.
Sales
We strengthened the commercial capabilities of both the internal sales organisation and reseller ecosystem through dedicated training, a tailored As-a-Service sales methodology, pricing tools and incentive programmes. We also helped shift the organisation from a model dependent on C-level involvement to one driven by dedicated As-a-Service champions, enabling resellers to independently identify opportunities, position financing solutions and close more recurring revenue deals.
Funding
We supported the evolution of the company's funding approach by helping increase financed volumes through an enhanced partnership with an external funding provider. This created a more scalable financing structure capable of supporting future growth.
Finance
We helped strengthen the financial model by reducing exposure to end-customer insolvency risk through external financing structures. This enabled the organisation to focus on growing recurring revenues while improving financial resilience and supporting long-term programme sustainability.
"Hired Black Winch to accelerate the adoption of the As-A-Service model and bring scalability. Black Winch is like an extension of our external team."
Launching an As-a-Service offer is only the first step. Success depends on enabling your sales teams, partners and reseller network to confidently sell it. From market education and lead generation to sales enablement and funding strategy, Black Winch helps technology companies turn As-a-Service ambitions into measurable commercial growth.
Contact us to discover how we can help scale your recurring revenue business.
Our client is one of the world's leading manufacturers of high-precision machining centres and production solutions, serving industries including automotive, aerospace, medical technology and mechanical engineering. With a strong reputation for engineering excellence, the company sought to complement equipment sales with innovative outcome-based commercial models that reflect changing customer expectations.
The client had already established a successful leasing offering and built partnerships with financing providers. However, as manufacturers increasingly sought greater flexibility, lower upfront investment and performance-based commercial arrangements, the company wanted to take the next step by introducing a Pay-per-Use (PPU) business model.
The ambition was to understand the economic viability of Pay-per-Use for its equipment portfolio, define a commercially attractive offer, and launch an initial pilot in Germany before broader market deployment. This required balancing customer flexibility with profitability while developing the internal capabilities needed to sell, finance and operate a usage-based model.
Black Winch partnered with the client to design the commercial, financial and operational foundations of its first Pay-per-Use offering. Together, we developed the tools, business model and pilot approach needed to confidently bring a new recurring revenue model to market.
Strategy
We designed the overall Pay-per-Use strategy by analysing asset characteristics, including equipment lifespan, utilisation patterns, residual value and service requirements. We evaluated different commercial flexibility models, from fixed subscriptions to fully usage-based pricing, and assessed customer behaviour, usage data and operational implications. A dedicated lighthouse task force was established to guide pilot implementation and future scale-up.
Sales
We developed the company's first Pay-per-Use modelling tool, enabling sales teams to design and compare multiple commercial scenarios. The tool incorporated three levels of commercial flexibility (Fixed, Opt-in/Opt-out and fully Pay-per-Use) allowing teams to assess the associated revenue, profitability, cash flow and risk implications of each option. By providing clear financial insights alongside customer value propositions, the tool empowered the sales organisation to confidently position, tailor and sell the new offering to pilot customers.
Finance
We assessed profitability across the complete service lifecycle and modelled the financial implications of multiple Pay-per-Use scenarios, including revenue generation, margins, cash flow, risk exposure and funding requirements. This gave management a clear basis for evaluating the commercial viability of the new model.
Operations
We analysed machine usage data, data flows and operational processes to determine how consumption could be measured, monitored and invoiced efficiently. This work established the operational foundations required to deliver a scalable usage-based business model while ensuring accurate billing and customer transparency.
"Black Winch transformed our approach with a pay-per-use model that boosted flexibility and profitability. Their expert strategy, tools, and financial insights delivered immediate operational improvements and stronger margins."
Whether you're exploring Pay-per-Use, Equipment-as-a-Service or other usage-based business models, success depends on balancing customer flexibility with commercial viability. From strategy and financial modelling to sales enablement and operational readiness, Black Winch helps industrial companies design, test and scale recurring revenue models that drive sustainable growth.
Contact us to discuss how we can help bring your next business model to market.
Lorem ipsum dolor sit amet, consectetur adipiscing elit, sed do eiusmod tempor incididunt ut labore et dolore magna aliqua. Ut enim ad minim veniam, quis nostrud exercitation ullamco laboris nisi ut aliquip ex ea commodo consequat. Duis aute irure dolor in reprehenderit in voluptate velit esse cillum dolore eu fugiat nulla pariatur.
Block quote
Ordered list
Unordered list
Bold text
Emphasis
Superscript
Subscript
Our client is a private equity-owned business and 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.
The client wanted to move beyond traditional equipment sales by developing an Inspection-as-a-Service business model that combined industrial assets, associated services, 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 supplier 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.
Black Winch partnered with the supplier to transform a complex equipment and services opportunity into a fully structured Inspection-as-a-Service offering. From commercial strategy to funding, contract design 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, including a combination of Pay-Per-Use and outcome based pricing, 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 director throughout the negotiation process for a major strategic customer. We helped structure the commercial proposal, navigate complex stakeholder discussions, negotiate with end-customer legal teams, and successfully close the company's first large-scale Inspection-as-a-Service transaction, creating a blueprint for future deals.
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.
“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
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.
Our client is one of the world's leading manufacturers of high-precision machining centres and production solutions, serving industries including automotive, aerospace, medical technology and mechanical engineering. With a strong reputation for engineering excellence, the company sought to complement equipment sales with innovative outcome-based commercial models that reflect changing customer expectations.
The client had already established a successful leasing offering and built partnerships with financing providers. However, as manufacturers increasingly sought greater flexibility, lower upfront investment and performance-based commercial arrangements, the company wanted to take the next step by introducing a Pay-per-Use (PPU) business model.
The ambition was to understand the economic viability of Pay-per-Use for its equipment portfolio, define a commercially attractive offer, and launch an initial pilot in Germany before broader market deployment. This required balancing customer flexibility with profitability while developing the internal capabilities needed to sell, finance and operate a usage-based model.
Black Winch partnered with the client to design the commercial, financial and operational foundations of its first Pay-per-Use offering. Together, we developed the tools, business model and pilot approach needed to confidently bring a new recurring revenue model to market.
Strategy
We designed the overall Pay-per-Use strategy by analysing asset characteristics, including equipment lifespan, utilisation patterns, residual value and service requirements. We evaluated different commercial flexibility models, from fixed subscriptions to fully usage-based pricing, and assessed customer behaviour, usage data and operational implications. A dedicated lighthouse task force was established to guide pilot implementation and future scale-up.
Sales
We developed the company's first Pay-per-Use modelling tool, enabling sales teams to design and compare multiple commercial scenarios. The tool incorporated three levels of commercial flexibility (Fixed, Opt-in/Opt-out and fully Pay-per-Use) allowing teams to assess the associated revenue, profitability, cash flow and risk implications of each option. By providing clear financial insights alongside customer value propositions, the tool empowered the sales organisation to confidently position, tailor and sell the new offering to pilot customers.
Finance
We assessed profitability across the complete service lifecycle and modelled the financial implications of multiple Pay-per-Use scenarios, including revenue generation, margins, cash flow, risk exposure and funding requirements. This gave management a clear basis for evaluating the commercial viability of the new model.
Operations
We analysed machine usage data, data flows and operational processes to determine how consumption could be measured, monitored and invoiced efficiently. This work established the operational foundations required to deliver a scalable usage-based business model while ensuring accurate billing and customer transparency.
"Black Winch transformed our approach with a pay-per-use model that boosted flexibility and profitability. Their expert strategy, tools, and financial insights delivered immediate operational improvements and stronger margins."
Whether you're exploring Pay-per-Use, Equipment-as-a-Service or other usage-based business models, success depends on balancing customer flexibility with commercial viability. From strategy and financial modelling to sales enablement and operational readiness, Black Winch helps industrial companies design, test and scale recurring revenue models that drive sustainable growth.
Contact us to discuss how we can help bring your next business model to market.
Lorem ipsum dolor sit amet, consectetur adipiscing elit, sed do eiusmod tempor incididunt ut labore et dolore magna aliqua. Ut enim ad minim veniam, quis nostrud exercitation ullamco laboris nisi ut aliquip ex ea commodo consequat. Duis aute irure dolor in reprehenderit in voluptate velit esse cillum dolore eu fugiat nulla pariatur.
Block quote
Ordered list
Unordered list
Bold text
Emphasis
Superscript
Subscript
Our client is a global, Japan-headquartered provider of rugged mobile computing solutions that enable organisations operating in demanding environments to 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 indirect 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." Dr Timo Unger, Head of Business Planning, Panasonic Connect Europe
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.
Our client, private equity owned, develops intelligent connectivity, charging and device management solutions for businesses operating in sectors such as consumer electronics, mobile device testing and circular technology. With growing demand for managed services and recurring commercial models, the company had already begun its transition towards XaaS and was looking to accelerate this transformation across its product portfolio.
The client had already established strong foundations for recurring revenue, with proven product market fit, clear market demand and several promising opportunities in Circular Tech and Software Quality Assurance (SQA). However, the business was still largely organised around hardware sales, limiting its ability to fully capture the long-term value of recurring commercial models.
Supported by private equity investors and facing increasing willingness to grow predictable recurring revenues, the company needed to accelerate its XaaS transformation. This required strengthening its revenue architecture, refining pricing, improving operational scalability and establishing the governance needed to support sustainable growth.
Black Winch partnered with the client to assess its XaaS maturity and develop a practical roadmap for accelerating recurring revenue. Rather than designing a theoretical subscription model, we focused on identifying the structural improvements needed to transform existing market momentum into scalable commercial execution.
Strategy
We conducted a comprehensive Transformation Maturity Assessment to evaluate the company's readiness for XaaS across commercial, operational and organisational dimensions. Based on this assessment, we delivered a tailored XaaS Acceleration Plan that prioritised the initiatives required to strengthen execution and support long-term recurring revenue growth.
We helped refine the commercial offering by strengthening the value proposition and pricing approach for bundled hardware, software and service solutions. Our recommendations focused on improving monetisation, simplifying customer propositions and supporting the transition from transactional product sales to outcome-based recurring services.
Sales
We supported the evolution of the commercial model from hardware-led selling towards integrated subscription and managed service offerings. By defining a clearer revenue architecture and go-to-market approach, we helped position the organisation to become a proactive market driver rather than a traditional hardware supplier.
Operations
We structured the next phase of the transformation around recurring revenue governance, operational scalability and the supporting data architecture. Recommendations included improvements to the revenue management framework, executive governance, reporting capabilities and operational processes required to scale XaaS with confidence.
Building recurring revenue is about more than launching a subscription. It requires the right commercial architecture, operational foundations and governance to scale successfully. Black Winch helps technology companies assess their XaaS maturity, identify growth opportunities and turn promising initiatives into scalable recurring revenue businesses.
Get in touch to discover how we can help accelerate your transformation.
Our client is a global provider of IT infrastructure, digital solutions and managed services, helping organisations accelerate their digital transformation through innovative technology and service-based business models. As demand for flexible consumption models increased, the company had already developed its As-a-Service offering and wanted to accelerate internal adoption across its commercial organisation.
The client had invested significantly in developing its As-a-Service proposition, but its value proposition was not being consistently communicated across the sales organisation.
Sales teams had access to numerous presentations, documents and supporting materials, making it difficult to identify the right content at the right stage of the customer journey. Messaging lacked consistency, case studies were not optimised for commercial conversations, and the overall value proposition had yet to gain widespread internal adoption.
Black Winch partnered with the client to review its complete sales enablement ecosystem and transform fragmented content into a structured, easy-to-use commercial framework. The result was a comprehensive sales playbook that aligned messaging, methodology and supporting materials to improve adoption and commercial effectiveness.
Marketing
We reviewed the client's existing value proposition, marketing collateral and supporting documentation to identify inconsistencies, duplication and opportunities for improvement. We streamlined the messaging, strengthened the connection between market insights and customer outcomes, and redesigned case studies to make them more relevant and impactful during customer conversations.
Sales
We created a comprehensive sales playbook that consolidated all essential sales and marketing information into a single, structured reference guide. The playbook aligned every piece of supporting content with the client's sales methodology, providing clear guidance on which tools, presentations and materials should be used at each stage of the sales process. This gave sales teams greater confidence when positioning the As-a-Service offering and significantly improved internal adoption.
The redesigned approach resulted in a threefold increase in engagement with sales and marketing materials and enabled sales teams to access the right supporting content 50% faster, improving both efficiency and consistency across the organisation.
"Clearly the Sales Playbook helped in terms of concrete output. However I have found the collaboration helpful in also sense-checking, or bouncing ideas off of an independent expert in the as-a-service discipline.''
''First, it confirmed that we're on the right track with our understanding of 'as-a-Service' and why we should continue pursuing this. Second, hearing from independent experts encouraged people outside of our team to take a fresh look at how they're doing things and consider the potential benefits of using more service-based approaches.''
A strong As-a-Service proposition only creates value when your commercial teams know how to communicate it. Black Winch helps organisations strengthen their messaging, equip their sales teams and create practical enablement tools that drive adoption, improve consistency and accelerate commercial success.
Get in touch to discover how we can help turn your strategy into sales results.
Our client is one of the world's largest technology companies, delivering innovative consumer and enterprise devices to millions of customers worldwide. With an established device financing ecosystem already in place, the company continuously seeks to improve the customer experience while maximizing the value of assets throughout their lifecycle.
The client already operated a mature device leasing and refinancing ecosystem supported by multiple financing partners. Rather than launching a new commercial model, the objective was to professionalize and scale the End-of-Term (EOT) lifecycle as device volumes continued to grow across the EMEIA region.
Managing increasing numbers of returned devices required a more robust operational framework that could coordinate customers, funders, reverse logistics providers and IT Asset Disposition (ITAD) partners while maintaining a seamless customer experience. At the same time, the company wanted to maximize the residual value of returned devices, strengthen circularity, industrialize operational processes and create a long-term framework for End-of-Term, Guaranteed Buy-Back (GBB) and Guaranteed Buy-Out (GBO) programmes.
Black Winch partnered with the client to optimize and operate its End-of-Term ecosystem, creating a more efficient, customer-focused and scalable lifecycle management framework. Acting as an operational intermediary between all stakeholders, we helped coordinate the complete return journey, from customer engagement through to asset recovery, resale and financial reconciliation.
Strategy
We analysed the existing End-of-Term model, including contractual frameworks, regional variations, operational processes and stakeholder responsibilities, to identify improvement opportunities. Based on this assessment, we developed a refreshed End-of-Term strategy and a renewed operating framework for EOT, Guaranteed Buy-Back and Guaranteed Buy-Out programmes, designed to support long-term growth and operational excellence.
Sales
We helped shape a proactive refresh strategy that enabled sales teams to engage customers earlier in the device lifecycle and adopt a stronger refresh mindset. Customer communication, activation planning and return processes were redesigned to create a smoother, more consistent End-of-Term experience while improving programme participation.
Operations
Black Winch designed and optimized end-to-end operational processes covering customer engagement, return scheduling, reverse logistics, ITAD coordination, asset auditing, grading, resale, reporting and financial reconciliation. We also introduced improved workflows, communication tools and governance mechanisms to ensure consistent execution across multiple markets and partners.
Funding
We supported the evolution of the client's multi-funder strategy by improving coordination between financing partners and defining a more scalable operating model. We also contributed to the initial strategic thinking around an in-house financing capability to further streamline funding operations over time.
Circularity
Improving asset recovery was central to the programme. We enhanced End-of-Term processes to maximize the residual value of returned devices, strengthened collaboration across the reverse supply chain and reinforced circular lifecycle management by extending product value through refurbishment, resale and responsible asset disposition.
"Working closely with Yann and the Black Winch team to support us to set new standards around our As-A-Service ambitions. This is a great opportunity for our customers and partners to leverage." Erik Swart, Country leader enterprise, Apple
Launching an As-a-Service model is only the beginning. Long-term success depends on efficiently managing the entire asset lifecycle, from customer onboarding to End-of-Term, refurbishment and remarketing. Black Winch helps organizations optimize operations, improve customer experience and unlock greater value through circular business models.
Contact us to discover how we can help you build a scalable lifecycle management strategy.
Our client is one of the world's leading ICT companies, with operations in more than 160 countries and a broad portfolio of computing and technology solutions for businesses and consumers. To respond to changing customer expectations and support the transition towards more circular business models, the company introduced leasing and As-a-Service solutions to complement its traditional product sales.
Although the client had successfully launched its leasing offering, adoption remained below expectations. The company had invested in financing solutions, but the commercial results were not yet aligned with its ambitions.
Operating through an extensive indirect reseller network created additional complexity. Resellers lacked the confidence, tools and commercial incentives to position financing and As-a-Service solutions effectively, while internal sales teams were still leading most customer conversations. The organisation needed to increase market awareness, generate more qualified leads and empower its reseller ecosystem to independently sell recurring commercial models.
Black Winch partnered with the client to accelerate the commercial adoption of its As-a-Service offering. Rather than redesigning the business model, we focused on strengthening the sales and marketing engine behind it, enabling both internal teams and reseller partners to confidently generate demand and convert opportunities.
Strategy
We supported the transition from a limited pilot programme to broader market deployment by defining a scalable commercial strategy. This included evolving from isolated initiatives to a structured approach capable of increasing market reach and building sustainable As-a-Service adoption across the reseller network.
Marketing
We developed and executed market education and lead generation initiatives designed to increase awareness of the leasing offering. Localised marketing materials, customer success stories, campaigns and sales collateral helped create market demand while equipping reseller partners with consistent messaging to communicate the value of As-a-Service solutions.
Sales
We strengthened the commercial capabilities of both the internal sales organisation and reseller ecosystem through dedicated training, a tailored As-a-Service sales methodology, pricing tools and incentive programmes. We also helped shift the organisation from a model dependent on C-level involvement to one driven by dedicated As-a-Service champions, enabling resellers to independently identify opportunities, position financing solutions and close more recurring revenue deals.
Funding
We supported the evolution of the company's funding approach by helping increase financed volumes through an enhanced partnership with an external funding provider. This created a more scalable financing structure capable of supporting future growth.
Finance
We helped strengthen the financial model by reducing exposure to end-customer insolvency risk through external financing structures. This enabled the organisation to focus on growing recurring revenues while improving financial resilience and supporting long-term programme sustainability.
"Hired Black Winch to accelerate the adoption of the As-A-Service model and bring scalability. Black Winch is like an extension of our external team."
Launching an As-a-Service offer is only the first step. Success depends on enabling your sales teams, partners and reseller network to confidently sell it. From market education and lead generation to sales enablement and funding strategy, Black Winch helps technology companies turn As-a-Service ambitions into measurable commercial growth.
Contact us to discover how we can help scale your recurring revenue business.
Lorem ipsum dolor sit amet, consectetur adipiscing elit, sed do eiusmod tempor incididunt ut labore et dolore magna aliqua. Ut enim ad minim veniam, quis nostrud exercitation ullamco laboris nisi ut aliquip ex ea commodo consequat. Duis aute irure dolor in reprehenderit in voluptate velit esse cillum dolore eu fugiat nulla pariatur.
Block quote
Ordered list
Unordered list
Bold text
Emphasis
Superscript
Subscript
iWell is a Dutch clean energy company specializing in intelligent modular battery storage systems for real estate investors, housing corporations, SMEs and industrial customers. Its solutions help customers optimize energy consumption, reduce grid dependency and accelerate the energy transition. To meet growing market demand, iWell launched Cube-as-a-Service, a leasing model that enables customers to benefit from battery storage without upfront capital investment.
Cube-as-a-Service had already proven its market fit, with strong customer demand and a compelling value proposition. The next challenge was enabling the model to scale sustainably.
As demand accelerated, financing projects directly from iWell's balance sheet began limiting growth capacity. At the same time, the company wanted to strengthen shareholder value, streamline operational processes, optimize legal and contractual frameworks, and establish funding partnerships that would reduce balance-sheet exposure. Faster access to funding and quicker revenue recognition also became critical priorities for supporting rapid expansion.
Black Winch worked alongside iWell to strengthen the commercial and financial foundations of Cube-as-a-Service, making the model more scalable, attractive to investors and easier to operate as volumes increase.
- Strategy
We assessed the existing service model and developed a roadmap for scaling Cube-as-a-Service through funding structures aligned with iWell's long-term growth ambitions. The focus was on creating a repeatable model capable of supporting increasing deployment volumes.
- Funding
We reviewed the existing contractual framework, evaluated cooperation structures with financing partners, and designed an approach that would enable more off-balance-sheet financing. We also developed a comprehensive funding communication package to support investor discussions and accelerate the onboarding of new funding partners.
- Finance
Our work focused on reducing balance-sheet constraints while improving the company's ability to finance future projects more efficiently. By supporting a more scalable funding architecture, iWell could pursue growth without proportionally increasing capital requirements.
- Operations
We assessed back-office processes and contractual workflows to improve operational efficiency and reduce administrative complexity. The resulting framework provides a stronger operational foundation for managing larger project volumes while facilitating collaboration between iWell and external funding partners.
"Phase 1 of our project with Black Winch has given us insights in how we can improve our processes. It will help us be ready for scaling our leasing proposition as soon as possible." Harm Welleweerd, CEO
Whether you're launching an Energy-as-a-Service, Equipment-as-a-Service or any other recurring business model, scaling successfully requires more than customer demand. The right funding structure, contractual framework and operational processes are essential to unlock sustainable growth without putting unnecessary pressure on your balance sheet.
Get in touch with Black Winch to explore how we can help you build a scalable, fundable and profitable service model.
Lorem ipsum dolor sit amet, consectetur adipiscing elit, sed do eiusmod tempor incididunt ut labore et dolore magna aliqua. Ut enim ad minim veniam, quis nostrud exercitation ullamco laboris nisi ut aliquip ex ea commodo consequat. Duis aute irure dolor in reprehenderit in voluptate velit esse cillum dolore eu fugiat nulla pariatur.
Block quote
Ordered list
Unordered list
Bold text
Emphasis
Superscript
Subscript
Our client is a leading independent technology and services provider, helping organisations design, deploy and manage IT infrastructure and workplace technologies. With an established device leasing programme already supported by funding partners, the company wanted to strengthen its leasing business by improving profitability, simplifying operations and gaining greater control over the end-of-lease lifecycle.
The client already offered device leasing through established funding agreements, but recognised an opportunity to improve both the commercial performance and operational efficiency of its leasing programme.
As leasing volumes increased, managing end-of-lease processes became more complex. The company wanted to gain greater control over the complete leasing lifecycle while improving profitability, strengthening competitiveness and reducing dependence on existing operational constraints. At the same time, it needed to ensure that any new business model remained compliant with IFRS lessor accounting principles, particularly around residual value accounting, without increasing balance sheet exposure.
Black Winch partnered with the client to redesign the operational and financial foundations of its leasing business. Working alongside business, finance, accounting and IT teams, we helped define a new operating model while supporting the specification and implementation of a software solution capable of managing leasing contracts and lessor accounting more effectively.
Operations
We redesigned the end-of-lease operating model to simplify billing, collections, payment transfers and contract management. We also helped define specialised operational teams, workflows and governance, supported by advanced As-a-Service processes and tooling. In parallel, we coordinated with the client's software provider to specify the functionality required to efficiently manage leasing contracts, lifecycle events and lessor accounting.
Funding
We designed a more scalable funding strategy by supporting the transition towards a multi-funder approach. The new model reduced operational dependency on a single financing structure while creating greater flexibility for future leasing growth.
Finance
We worked closely with finance and accounting teams to assess the application of IFRS lessor accounting principles relating to residual values. Together, we designed a business model that enabled investment in residual values without jeopardising equipment derecognition or the timing of revenue and margin recognition. The resulting financial strategy improved upfront margin recognition while strengthening end-of-lease profitability.
“While we mastered leasing tactics, Black Winch took us further with an innovative strategy that enabled upfront margin recognition, significantly boosting our bottom line.”
As leasing programmes grow, operational complexity and accounting requirements can quickly become barriers to profitability. Black Winch helps technology providers redesign their operating models, optimise funding structures and implement the processes and tools needed to manage the complete leasing lifecycle with confidence.
Contact us to discover how we can help strengthen your As-a-Service business.
Lorem ipsum dolor sit amet, consectetur adipiscing elit, sed do eiusmod tempor incididunt ut labore et dolore magna aliqua. Ut enim ad minim veniam, quis nostrud exercitation ullamco laboris nisi ut aliquip ex ea commodo consequat. Duis aute irure dolor in reprehenderit in voluptate velit esse cillum dolore eu fugiat nulla pariatur.
Block quote
Ordered list
Unordered list
Bold text
Emphasis
Superscript
Subscript
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.
Find out what we are concretely doing to help our customers build their in-house Product-As-A-Service solutions.
