Evaluate whether a product-as-a-service model fits a product, customer job, and operating system.
The bet Your company sells industrial washers. A strategic account asks for clean-parts capacity, not machines. The CEO wants a subscription offer next quarter. A service model could slow material throughput, but only if ownership improves uptime, redeployment, and recovery. 18 mo average customer payback expectation 9% unplanned downtime on owned machines 2 large customers asked for capacity pricing Three-gate test Job fit -> operating advantage -> asset economics Do not start with the billing model. Start with the reason ownership should move from customer to provider. Shortcut Rename a lease and call it circular. A service model that is…
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