Over the past decade, there has been a large shift in contribution to revenue amongst manufacturing companies, from product derived revenues to service derived revenues. At the same time, their customers are looking for suppliers to provide more than only products and maintenance services. Customers are also moving away from large capital investments in products, towards pay per use and subscription models, with high expectations of service and impact on their business outcomes.
This research project was aimed at learning more about how companies grow and prosper in this services-led world?
The three main questions this research investigated are:
- Which are the drivers of success for product manufacturers and technical services companies?
- What strategies are being adopted to support these drivers
- How do companies organize themselves to take advantage of new opportunities?