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Value-oriented business models (pay-per-X) in mechanical engineering
Equipment-as-a-Service (EaaS) in mechanical and plant engineering EaaS is an innovative approach in which companies offer their customers machines and systems as a service instead of selling them. Instead of a one-off investment, customers pay for the use of resources - be it per use (pay-per-use) or per manufactured part (pay-per-part). These value-oriented business models not only offer advantages for customers, but also recurring income for companies. The Fraunhofer Cluster Cognitive Internet Technologies CCIT discusses successful EaaS business models and develops solutions for individual challenges. The EaaS canvas supports the design and evaluation of suitable business model variants.
- Fraunhofer IAO
- Nobelstr. 12
- 70569 Stuttgart
Room: Zentrum für Virtuelles Engineering ZVE
- German
Equipment-as-a-Service (EaaS) in mechanical and plant engineering EaaS is an innovative approach in which companies offer their customers machines and systems as a service instead of selling them. Instead of a one-off investment, customers pay for the use of resources - be it per use (pay-per-use) or per manufactured part (pay-per-part). These value-oriented business models not only offer advantages for customers, but also recurring income for companies. The Fraunhofer Cluster Cognitive Internet Technologies CCIT discusses successful EaaS business models and develops solutions for individual challenges. The EaaS canvas supports the design and evaluation of suitable business model variants.
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Opportunities, challenges and practical experience in the area of Equipment-as-a-Service (EaaS)
Managing directors and managers in mechanical and plant engineering are facing new challenges. Traditional sales models in mechanical engineering have come under pressure. To counteract this, companies are expanding their service offerings, particularly through digital services. EaaS, where customers pay for the use of machines and systems instead of buying them, is an innovative approach with recurring revenues.
The implementation of value-oriented business models based on pay-per-X pricing models not only enables a successful service offering, but also attractive pricing models. For example, customers pay for the use of machine resources (pay-per-use) or for each part manufactured or supplied (pay-per-part).
Adapting service offerings and business models to specific machines and target groups is crucial. The workshop will present proven business models and discuss solutions for specific challenges. It will also explain how the EaaS canvas can be used as a tool for designing value-oriented business models. On this basis, decision-makers can evaluate the suitability of different EaaS business model variants for their company.
The workshop is being held in collaboration with the Industry 4.0 Alliance and the Fraunhofer IAO as part of the Fraunhofer Cluster Cognitive Internet Technologies CCIT. This cluster researches and develops technology solutions in the area of edge cloud continuum that support EaaS business models and therefore represent an interesting area of application.
Tue. 23.07.24
