In the production industry, subscription business models have the potential to create long-term relationships
where a supplier provides a continuous value-oriented service to a customer based on digitalisation.
Monetising this increase in value through pricing represents a central challenge for suppliers in subscription
business. Unlike the current dominant transactional business, the focus of pricing is on the value-in-use of
the customer (e.g. on the increase in output for the customer). In this regard, there is so far no pricing
approach for practice that allows the linking of the performance data of the customer with the periodically
charged price. However, in subscription businesses, such an approach is required to create win-win situations
for the customer and supplier through continuous performance improvement. Therefore, this paper develops
a novel process model for pricing of smart-product-service-systems in subscription business for production
industries. This process can serve as basis for suppliers of subscriptions in the production industry to align
pricing with the created value-in-use. In the long term, this allows companies to systematically develop their
pricing to monetise the potential of digitalisation.
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