About 20 guests attended the online Service Lunch organized by the Smart Services Expert Group on September 22, 2020. Fabien Olivier (KWe Consulting GmbH) presented key success factors for a transformation journey to smart products.

Here are some highlights from Fabian's presentation:

What are the challenges?

Market prices are going down as a result of product commoditization and a lack of differentiation. How do we gain market shares and how do we grow revenues in a highly competitive and saturated market?

Solution: create differentiation and a sustainable competitive advantage through technological innovation.

How to use IOT as a key differentiator? With the illustration of a real case study from “Transformation Journey to Smart Products” that shows:

  • Which data to collect
  • Who is responsible for data management
  • How to be compliant to the data privacy regulations
  • Who to partner with
  • How to translate data into information: the role of a dashboard
  • What is the business case
  • What is the best approach to build a business case
  • A new revenue opportunity: pay per use
  • How to move from a product to a knowledge organization
  • How to build a digital DNA

With which Service-oriented Approach did we Solve it?

The real case study explains how the IOT value proposition has evolved over time through the transformation journey to become a key Value-Added Service to improve profitability (internal transparency), customer satisfaction (external transparency) and cross-selling.

What are the learnings?

  • Digital Transformation is a journey that requires exploring the digital opportunity on a trial and error basis with a good dose of faith and perseverance.
  • Digital Transformation is Change Management.

If you have any questions concerning this event, please contact Jürg Meierhofer or Rainer Fuchs.

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