TY  - CONF
A1  - Schuh, Günther
A1  - Stich, Volker
A1  - Dölle, Christian
A1  - Ruschitzka, Christina
A1  - Holper, Christian
A2  - Kocaoglu, Dundar F.
A2  - Anderson, Timothy R.
A2  - Cetindamar Kozanoglu, Dilek
A2  - Niwa, Kiyoshi
A2  - Steenhuis, Harm-Jan
T1  - Methodology for the Development of Value Propositions within Subscription Models
T2  - 2022 Portland International Conference on Management of Engineering and Technology (PICMET)
N2  - Ongoing digitalization and Industry 4.0 enable the development of new business models due to the increase in available data and digital connected products. A promising business model type for the machinery and plant engineering industry are subscription models, consisting of products and services offered in return for continuous payments. However, subscription-based business models are associated with extensive changes in the traditional machinery and plant engineering industry, in particular, for small and medium-sized companies (SMEs). Established concepts for the development of value propositions and business models neglect important aspects, such as the integrated development and optimization of products and services across the entire life cycle or the data infrastructure. This paper presents a concept for a methodology to support SMEs developing value propositions within subscription models. Therefore, the systematic identification of customer benefits, the determination and prioritization of subscription relevant functionalities as well as the design of product and service elements addressing those functionalities are the main aspects on which the focus is placed on. The result is a subscription value proposition canvas for SMEs to address the impact of subscription models on products and services.
KW  - Subscription
KW  - rev
Y1  - 2022
UR  - https://epub.fir.de/frontdoor/index/index/docId/1656
UR  - https://ieeexplore.ieee.org/stamp/stamp.jsp?tp=&arnumber=9882724
SN  - 978-1-6654-5152-9
SN  - 978-1-890843-41-0
SN  - 2159-5100
PB  - IEEE
ER  -