Breaking Transactional Sales: Towards an Acquisition Cycle in Subscription Business of Manufacturing Companies
- 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.
| Author: | Calvin RixGND, Günther SchuhORCiDGND, Volker StichORCiDGND, Lennard HolstGND |
|---|---|
| URL: | https://link.springer.com/chapter/10.1007/978-3-031-16411-8_34 |
| DOI: | https://doi.org/10.1007/978-3-031-16411-8_34 |
| ISBN: | 978-3-031-16411-8 |
| ISBN: | 978-3-031-16410-1 |
| ISSN: | 1868-4238 |
| Parent Title (English): | 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 |
| Publisher: | Springer |
| Place of publication: | Cham [u. a.] |
| Editor: | Duck Young Kim, Gregor von Cieminski, David Romero |
| Document Type: | Conference Proceeding |
| Language: | English |
| Date of Publication (online): | 2023/01/20 |
| Date of first Publication: | 2022/09/16 |
| Release Date: | 2023/01/23 |
| Tag: | rev acquisition cycle; manufacturing companies; subscription business; task model |
| First Page: | 283 |
| Last Page: | 293 |
| FIR-Number: | SV7567 |
| Name of the conference: | Advances in Production Management Systems (APMS) 2022 |
| place of the conference: | Gyeongju, Korea |
| Date of the conference: | 25.09. – 29.09.2022 |
| Institute / Department: | FIR e. V. an der RWTH Aachen |
| Dienstleistungsmanagement | |
| Dewey Decimal Classification: | 6 Technik, Medizin, angewandte Wissenschaften / 62 Ingenieurwissenschaften |
