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That’s the question behind this publication.
It came out of our first joint Servitization Bootcamp with the Advanced Services Group, where we brought industrial leaders together in Bochum to talk about the reality of moving As-a-Service from a promising idea to something that actually scales.
Different industries. Different levels of maturity. A surprisingly familiar set of headaches.
So, what did we learn?
Going from selling products to selling outcomes doesn’t happen in one giant leap.
The publication explores the different stages of that journey, from traditional product support, through more proactive services, all the way to outcome-based models, and what needs to change as you move up the ladder.
This is where things get interesting.
When we asked participants what was getting in the way of scaling, three topics kept rising to the top: operational delivery, funding & financing, and sales & commercial models.
In other words: how do you deliver it, fund it and sell it without creating a monster behind the scenes?
Theory is nice. Reality is better.
The publication gets into seven real As-a-Service journeys from industrial companies at very different stages, from figuring out the first business case to scaling an established model into new markets.
Some are scaling. Some are still experimenting. Some have had to rethink what comes next.
And that’s exactly why they’re interesting.
After a day of comparing experiences, challenges and plenty of “yep, we have that problem too” moments, five lessons stood out.
They cover the things that tend to make or break As-a-Service: customer outcomes, operations, funding, sales and organisational transformation.
We won’t unpack all five here. That would rather defeat the point of the download.
The Bootcamp wasn’t designed to end with a nice group photo and a notebook full of ideas.
Participants left with 90-day action plans, from validating customer needs and reworking pricing to strengthening operations, getting leadership onboard and finding the right ecosystem partners.
Because eventually, someone has to turn the Post-its into a business.
Inside the publication: the frameworks, the use cases, the five lessons and the practical priorities industrial leaders are taking back into their businesses.