Subscription models such as streaming services or car-sharing services have already been established among consumers for a considerable time. For more flexibility, convenience, and personalization, B2C customers are willing to pay a premium. This principle can also be applied to business-to-business solutions in the future. This is shown by our study entitled EaaS Customer Insights, for which we collaborated with the publishing and marketing service LECTURA to survey several thousand companies worldwide from sectors including construction, agriculture and logistics on the subject of Equipment as a Service.
Equipment as a Service with pay-per-use stands for a particularly flexible and convenient form of financing and using machinery. In concrete terms, this means that customers only pay for the actual use of a machine and also enjoy the convenience of a full-service offer. Payment is made via a pay-per-use model in which IoT sensors provide information about the actual running time of the machine. Billing can take place via a blockchain, for example.
As 67 percent of the companies we surveyed confirm, EaaS enables companies, to better manage their liquidity on a seasonal basis - in line with seasonal or cyclical earnings. In addition, the customer receives state-of-the-art technology without high initial costs when purchasing a new machine. Furthermore, with the use of data analytics of production and machine data via IoT, the machine can be continuously improved and thus become more efficient. Full-service offers provide additional convenience and guarantees the highest possible availability of the machine. More than half of the respondents can therefore imagine using EaaS solutions in the next five years and are also prepared to pay a premium for the service.