Episode Summary
In this episode of The Products-to-Services Podcast, Florian André welcomes Frank Hiller,Business Process Manager at Heidelberg, to discuss the company's transformation from a traditional equipment manufacturer to an Equipment-as-a-Service (EaaS) provider.
Drawing on Heidelberg's servitization journey, Frank explains why Equipment-as-a-Service is not simply a pricing decision but a fundamental business transformation that impacts finance, operations, customer success, and long-term recurring revenue generation. The conversation explores how manufacturers can shift from one-time equipment sales to recurring revenue and outcome-based business models by rethinking finance, operations, risk management, and customer engagement.
This episode provides valuable insights for industrial leaders exploring Equipment-as-a-Service, servitization, recurring revenue models, and sustainable service-led growth.
Key Topics Covered
- What is Equipment-as-a-Service (EaaS)?
- How manufacturers build recurring revenue
- Servitization strategies for industrial companies
- Outcome-based business models
- Subscription business models in manufacturing
- Managing risk in Equipment-as-a-Service
- Customer-centric transformation
- Scaling industrial service businesses
- Lessons from Heidelberg's transformation
- Industrial business model innovation
Why This Episode Matters
Manufacturers across industries are exploring Equipment-as-a-Service, subscription business models, and outcome-based services to generate recurring revenue and strengthen customer relationships. Heidelberg's experience offers practical lessons for industrial leaders looking to accelerate their servitization strategy and build sustainable service-led growth.
Frequently Asked Question
What is Equipment-as-a-Service (EaaS)?
Equipment-as-a-Service is a business model where customers pay for equipment usage, performance, or outcomes through recurring payments rather than purchasing assets outright.
Why are manufacturers adopting Equipment-as-a-Service?
Manufacturers use EaaS to generate recurring revenue, improve customer retention, create long-term relationships, and differentiate through outcomes rather than products.
What can manufacturers learn from Heidelberg's transformation?
Heidelberg demonstrates that successful servitization requires changes in finance, operations, customer engagement, and organizational culture—not just a new pricing model.
About the Speakers
GUEST : Frank Hiller, Business Process Manager at Heidelberg
HOST : Florian ANDRE, Founder and Managing Partner at P2S
Discover more insights on servitization, Equipment-as-a-Service, and recurring revenue business models on our website.
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