La dimensión financiera como condicionante de la servitización y los servicios avanzados

  1. Bart Kamp 1
  2. Ibon Gil de San Vicente 1
  1. 1 Orkestra-Fundación Deusto
Journal:
Economía industrial

ISSN: 0422-2784

Year of publication: 2021

Issue Title: Servitización Industrial

Issue: 422

Pages: 69-80

Type: Article

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More publications in: Economía industrial

Abstract

This article addresses servitization as a transformation process and advocates looking at the financial modifications that the implementation of performance- based service contracts requires. It reviews three business cases that have tried to launch advanced services with such contracts. By analyzing both the financial endowments of the companies, the market potential of such contracts and the financial risks they bring with them, it shows obstacles and enablers that determine whether these value propositions are financially viable and executable. It concludes that the present paper can provide a basis for the design of risk profiles in relation to industrial companies and the advanced services they want to commercialize, and to the study of tensions that may exist between the commercial stance of a manufacturer in B2B markets (offering versatile but customized products), and that of a financial actor (who aims for semi-standardizing or packaging of proposals, contracts and clients).

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