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2022 | OriginalPaper | Chapter

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

Authors : Calvin Rix, Günther Schuh, Volker Stich, Lennard Holst

Published in: Advances in Production Management Systems. Smart Manufacturing and Logistics Systems: Turning Ideas into Action

Publisher: Springer Nature Switzerland

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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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Metadata
Title
Breaking Transactional Sales: Towards an Acquisition Cycle in Subscription Business of Manufacturing Companies
Authors
Calvin Rix
Günther Schuh
Volker Stich
Lennard Holst
Copyright Year
2022
Book
Advances in Production Management Systems. Smart Manufacturing and Logistics Systems: Turning Ideas into Action

Print ISBN: 978-3-031-16410-1

Electronic ISBN: 978-3-031-16411-8

Copyright Year: 2022

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

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