Servitization allows companies to experiment with new service-related business. First, however, as much data possible must be collected and analyzed. This is only achievable through IoT connectivity.
It is crucial for companies to move away from the logic of a business based only on the product. The Internet of Things introduces new service-based delivery scenarios that are becoming increasingly important, almost replacing the product itself. It is necessary for companies to structure internal resources to adapt to the new models introduced by these technologies..
Basic services, such as spare parts, manuals, help desk, are known by everyone. Now, thanks to IoT, we can move a level up and enable advanced services that can re-shape the traditional business model: smart services, predictive maintenance, pay-per-use models, and more. Smart and connected products expand opportunities for differentiation, empowering customers to offer customized solutions based on real needs.
IOT BRINGS BENEFITS TO THE ENTIRE ENTERPRISE
Relying on IoT for the ENTREPRENEUR means accelerating the growth of the business, structuring a value proposition, and increasing profit margins by creating new revenue streams.
Creating new service-based delivery scenarios allow the MARKETING OFFICE to transform the machine’s user experience, segment the customer base, and develop new opportunities.
Servitization allows the TECHNICAL OFFICE to gather increasingly detailed information to design next-generation machinery while improving its effectiveness and efficiency.
Customers who purchase IoT-equipped machinery can benefit from an extended warranty period. This means better protection for the customer but also for the manufacturer who, thanks to IoT, can monitor the proper use of the machinery and differentiate itself in the market from competitors who offer a basic warranty.
Through constant machine monitoring, the end customer can pay for the machinery on the basis of its actual use. Hybrid sales methods halfway between a classic rental and a pure pay-per-use can also be explored. These hybrid forms are also easier for manufacturing companies to support financially.
SMART SUPPLY SERVICES
Machines are supplied with a raw material or consume some kind of resource; thanks to the IoT, it is possible to monitor how and when the machine is working in order to coordinate as accurately as possible the supply of resources needed for operation. Consumable requirements can also be predicted, thus anticipating production shutdowns.
PARTNERSHIP WITH SUPPLIERS
The IoT-equipped machinery is able to self-predict its needs and can talk directly with the suppliers involved so as to coordinate the necessary supplies. The machine manufacturer can create partnership with suppliers and offer the customer a high value-added service that differentiates it from its competitors.
CONSULTING AND OPTIMIZATION
Thanks to the utilization data collected, the machine manufacturer learns how the machinery is used under real operating conditions and can offer the customer machine optimization services or targeted and precise consulting. These services can be offered to the individual customer as well as to entire customers segments, resulting in a relationship of loyalty between the contract partners