Becoming a solution provider:

Integrating in the customer process.

The case of equipment providers and Trackunit as enabler

This report describes the strategy of a business model extension by manufacturers adding offerings of first services, product performance, and potential solutions for the customer.

The potentials and challenges of applying a solution provider business model are analysed.

Potentials include creating stable revenue, higher margins, and closer relationships with customers.

Challenges include changing the value proposition to service and solutions, requiring a drastic change in organizational culture, competence, organizational structures, financial instruments, and objectives