B2B Innovation and Servitization; differentiating myself also in my business model.

[mehadihasan123]

“In the industrial world it is almost impossible to differentiate yourself today”, “Everything has already been invented”, “Impossible… my client only wants price, price, price…”. We hear these phrases every day, with increasing frequency, and they are actually partly true… if you look at them from the perspective of the product alone and its tendency towards commoditization. Today we are going to talk about a field that we continually apply in our B2B strategic consultancies, proposing B2B Innovation and Servitization to differentiate yourself in the business model as well.

Servitization in B2B and Industrial kenya phone number library has already existed for many years, but it is now when we see many companies starting to apply it for two basic reasons: the maturity of their markets with the inherent difficulty of differentiation and also in the face of the changing needs of a B2B consumer with a greater need for agile models to adapt to change (here we could include Industrial digitalization ).

That is, we are seeing B2B Servitization as a form of B2B innovation through business model change.

Contents hide
1. B2B / Industrial Servitization.
2. Forms of B2B/Industrial Servitization
3. Marketing as an application model.
4. The Hilti case and its ability to listen.
B2B/Industrial Servitization.
What do we specifically mean by the term Servitization? We are referring to the evolution from payment for ownership to payment for use (or result) in a client and, from the sale of a product to the sale of a comprehensive service in the case of a supplier.



But what we are really talking about is B2B differentiation and innovation through transformation of the business model, that is, providing greater value to the customer through the aggregation of services in parallel to the product and moving from a transactional value to a relational value seeking to improve and differentiate the B2B customer experience.

Forms of B2B/Industrial Servitization
When it comes to applying B2B/Industrial servitization, we could say that there are three ways: Product-oriented, Usage-oriented, or Performance-oriented.

The first (product) consists of the classic one of adding services (maintenance, after-sales, etc.) for the purchase of a product with an idea of ​​loyalty and differentiation.

The usage-oriented approach already speaks of contracting a package of products and services for a period of use, where the client chooses not to own the product and not to assume surprises or risks in the cost. This is the case of Hilti, which we will discuss below.

The last one is results-oriented, and it is the provider who makes the decision on which configuration of products and services is ideal to “guarantee” a result that will be the client's payment criterion.