Page 187 - Value Proposition Design: How to Create Products and Services Customers Want - PDFDrive.com
P. 187

Servitization

Constraint:	Transform	from	selling	a	product-based	value	proposition	to	a
service-based	one	that	generates	revenues	from	a	subscription	model.

Hilti	shifted	from	selling	machine	tools	to	builders	to	leasing	fleet	management
services	to	managers	at	construction	companies.
   182   183   184   185   186   187   188   189   190   191   192