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Breaking Transactional Sales: Towards an Acquisition Cycle in Subscription Business of Manufacturing Companies

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Book cover Advances in Production Management Systems. Smart Manufacturing and Logistics Systems: Turning Ideas into Action (APMS 2022)

Part of the book series: IFIP Advances in Information and Communication Technology ((IFIPAICT,volume 664))

Abstract

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 transaction-oriented 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 the manufacturing 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.

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Authors and Affiliations

  1. Institute for Industrial Management (FIR) at RWTH Aachen University, Campus-Boulevard 55, 52074, Aachen, Germany

    Calvin Rix, Günther Schuh, Volker Stich & Lennard Holst

Authors
  1. Calvin Rix
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  2. Günther Schuh
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  3. Volker Stich
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  4. Lennard Holst
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Corresponding author

Correspondence to Calvin Rix .

Editor information

Editors and Affiliations

  1. Pohang University of Science and Technology, Pohang, Korea (Republic of)

    Duck Young Kim

  2. ZF Friedrichshafen AG, Friedrichshafen, Germany

    Gregor von Cieminski

  3. Tecnológico de Monterrey, Mexico City, Mexico

    David Romero

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Rix, C., Schuh, G., Stich, V., Holst, L. (2022). Breaking Transactional Sales: Towards an Acquisition Cycle in Subscription Business of Manufacturing Companies. In: Kim, D.Y., von Cieminski, G., Romero, D. (eds) Advances in Production Management Systems. Smart Manufacturing and Logistics Systems: Turning Ideas into Action. APMS 2022. IFIP Advances in Information and Communication Technology, vol 664. Springer, Cham. https://doi.org/10.1007/978-3-031-16411-8_34

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  • DOI: https://doi.org/10.1007/978-3-031-16411-8_34

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  • Publisher Name: Springer, Cham

  • Print ISBN: 978-3-031-16410-1

  • Online ISBN: 978-3-031-16411-8

  • eBook Packages: Computer ScienceComputer Science (R0)

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