TY - CONF A1 - Rix, Calvin A1 - Schuh, Günther A1 - Stich, Volker A1 - Holst, Lennard A2 - Kim, Duck Young A2 - von Cieminski, Gregor A2 - Romero, David T1 - Breaking Transactional Sales: Towards an Acquisition Cycle in Subscription Business of Manufacturing Companies T2 - Advances in Production Management Systems. Smart Manufacturing and Logistics Systems: Turning Ideas into Action. IFIP WG 5.7 International Conference, APMS 2022, Gyeongju, South Korea, September 25–29, 2022, Proceedings, Part II N2 - More and more manufacturing companies are starting to transform the transaction-based business model into a customer value-based subscription business to monetize the potential of digitization in times of saturated markets. However, historically evolved, linear acquisition processes, focusing the transactionoriented product sales, prevent this development substantially. Elemental features of the subscription business such as recurring payments, short-term release cycles, data-driven learning, and a focus on customer success are not considered in this approach. Since existing transactional-driven acquisition approaches are not successfully applicable to the subscription business, a systematic approach to an acquisition cycle of the subscription business in the manufacturing industry is presented, aiming at a long-term participative business. Applying a grounded theory approach, a task-oriented model for themanufacturing industry was developed. The model consisting of five main tasks and 14 basis tasks serves as best practice to support manufacturing companies in adapting or redesigning acquisition activities for their subscription business models. KW - acquisition cycle KW - subscription business KW - manufacturing companies KW - task model KW - rev Y1 - 2023 UR - https://epub.fir.de/frontdoor/index/index/docId/1920 UR - https://link.springer.com/chapter/10.1007/978-3-031-16411-8_34 SN - 978-3-031-16411-8 SN - 978-3-031-16410-1 SN - 1868-4238 SP - 283 EP - 293 PB - Springer CY - Cham [u. a.] ER -