{"id":4003,"date":"2022-04-26T17:46:06","date_gmt":"2022-04-26T15:46:06","guid":{"rendered":"https:\/\/www.servicemeister.org\/2022\/04\/26\/mittelstand-im-geschaeft-mit-services-langfristig-partizipieren-und-profitieren\/"},"modified":"2022-04-27T15:58:18","modified_gmt":"2022-04-27T13:58:18","slug":"smes-in-the-services-business-participate-and-profit-in-the-long-term","status":"publish","type":"post","link":"https:\/\/www.servicemeister.org\/en\/2022\/04\/26\/smes-in-the-services-business-participate-and-profit-in-the-long-term\/","title":{"rendered":"SMEs in the Services Business: Participate and Profit in the Long Term"},"content":{"rendered":"\n

By Nils Klute, IT Editor and Project Manager Communication Cloud Services at EuroCloud Germany<\/strong><\/p>\n\n\n\n

Implementing service-based business models and monetising machine data \u2013 for many companies, this is still a pipe dream. Stephan Boch from KEB Automation explained how SMEs can get started via Service-Meister at the expert forum of the service association KVD. <\/em><\/em><\/p>\n\n\n\n

Back in 1962, Rolls-Royces shook up the aviation industry with a new business model<\/a>. Instead of selling directly to the buyer, the manufacturer started offering its aircraft engines on a subscription. Since then, engines can be rented and leased as well as the associated maintenance services. A service-based business with which Rolls-Royce remains far ahead of its time even today. Because: \u201cIn many SMEs, traditional sales and revenue models dominate,\u201d said Stephan Boch, senior business development manager at KEB Automation. Boch explained why value-added services and machine services like these are the future at the online expert forum of the service association KVD.<\/p>\n\n\n\n

Looking at the total cost of ownership strategically<\/strong><\/strong><\/h3>\n\n\n\n

\u201cAnyone who builds plants and machinery with the primary aim of selling it is failing to recognise the opportunities that lie in the services business,\u201d Boch said. Whether pay-per-part or pay-per-use<\/a> \u2013 technologies such as the Internet of Things<\/a>, cloud and artificial intelligence (AI) are driving the trend, as are new customer requirements. Boch: \u201cCompanies are looking for solutions to reduce their total cost of ownership<\/a>, for example.\u201d That means: Anyone who acquires, operates and keeps available capital goods subsumes all expenses incurred in the process under this term. \u201cIdeally, however, equipment should always be more durable, require less maintenance and be more efficient to use,\u201d Boch said. \u201cAnd this is in order to be able to produce ever more cheaply.\u201d Service-based business models, in which companies rent equipment cheaply or pay per part produced, help customers achieve these goals.<\/p>\n\n\n\n

Implementing intelligent services via ecosystems<\/strong><\/strong><\/h3>\n\n\n\n

Networking machines, evaluating data, gaining insights and artificially controlling them intelligently: \u201cUsage-based offerings require a high level of digital penetration and a certain level of service excellence,\u201d Boch said, \u201cCrucial for companies is actually getting started.\u201d What makes that problematic: technological and organisational challenges. Companies often think in terms of islands \u2013 rather than open ecosystems. \u201cIt\u2019s not enough to connect a single plant via the Internet of Things,\u201d Boch said: \u201cAdded value is only created when data from many machines is available on platforms<\/a> for all those involved in the value chain.\u201d In the Service-Meister project, Boch is making its contribution to this: KEB and USU Software are digitising maintenance processes in the speedboat project<\/a>. Later, it will be possible to share information with others in an open ecosystem<\/a> and realise new data-based services. \u201cServices that also benefit everyone who participates,\u201d Boch said.<\/p>\n\n\n\n

Digitise maintenance processes and implement service-based business models<\/strong><\/strong><\/h3>\n\n\n\n

What Boch therefore advises companies to do is: \u201cIf you want to get in, you have to work toward a goal and determine your own point of view.\u201d A concrete support is then: \u201cService-Meister\u2019s AI entry planner<\/a> helps.\u201d Recently, the consortium led by eco \u2013 Association of the Internet Industry presented initial results for SMEs. \u201cThe result is a three-step approach for small and medium-sized enterprises (SMEs), through which any company can examine how it could benefit from the use of AI in service,\u201d writes SERVICETODAY<\/a>, the German-language magazine of the service association KVD. This means concretely: For general information and to determine your own status quo, complete the AI assessment<\/a> on the Service-Meister website. The process map<\/a> presents possible AI applications for the respective use cases along the service processes. The results from the speedboat projects are listed online as examples in the service catalogue<\/a>.<\/p>\n\n\n\n

Monetise machine data permanently in digital services instead of generating one-time revenues through asset sales: \u201cAll of this is not only interesting for customers in terms of total cost of ownership,\u201d said Boch, \u201cbut also for their own company.\u201d After all, those who rely on service-based products bind customers to their own company. \u201cAnd it\u2019s more long-term than in normal investment deals,\u201d Boch said. The KVD Expert Forum took place online on 29 March 2022. A <\/strong>recording of the German-language event<\/strong><\/a> is available online.<\/strong><\/p>\n\n\n\n

Image credits: iStock-129793601<\/p>\n\n\n\n

\n\n\n\n

You liked this article? Then subscribe to our <\/strong><\/a>newsletter<\/a> and receive regular updates on similar topics and the Project Service-Meister and discuss with us about this and similar exciting topics in our LinkedIn Group<\/a>.<\/strong><\/strong><\/strong><\/p>\n","protected":false},"excerpt":{"rendered":"

Implementing service-based business models and monetising machine data \u2013 for many companies, this is still a pipe dream. Stephan Boch from KEB Automation explained how SMEs can get started via Service-Meister at the expert forum of the service association KVD. <\/p>\n","protected":false},"author":3,"featured_media":4000,"comment_status":"closed","ping_status":"closed","sticky":false,"template":"","format":"standard","meta":{"footnotes":""},"categories":[34],"tags":[147,410,432,426,436,435,431,433,434,146,424],"yoast_head":"\nSMEs in the Services Business: Participate and Profit in the Long Term - Service-Meister<\/title>\n<meta name=\"description\" content=\"Implementing service-based business models and monetising machine data \u2013 for many companies, this is still a pipe dream. 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