Digitalisation in marketing & sales – Case Studies 3

3. „Introduction of a digital product – development of a new pricing model“

Background: the European market leader in customised parts for the construction industry was facing a disruptive change in products and distribution channels. Among other things, products were equipped with digital technologies that go hand in hand with software and hardware maintenance.

Steinbeis VMI solution approach:

  • Develop a business model for services, software and maintenance.
  • Introduction of a pricing model – away from ownership – towards use.
  • Testing of the models with selected customers.