"As B2B offerings become more commoditized, the subjective, sometimes quite personal concerns that business customers bring to the buying process become increasingly important. In fact, our research shows that considerations such as whether a product can improve the buyer's reputation or reduce anxiety play a major role in some purchases. Recognizing the full range of rational and emotional factors behind a purchase - and tailoring the value proposition accordingly - is crucial to avoiding the commodity trap."
Almquist, Eric/Jamie Cleghorn/Lori Sherer (2018): The B2B Elements of Value, in: Bain & Company, [online] https://www.bain.com/insights/the-b2b-elements-of-value-hbr [27.01.2021].
"B2B offers are becoming a commodity."
On point?
As products are becoming increasingly interchangeable and homogeneous, it is essential to tailor them to the individual customer. It is particularly important to analyze how your product meets the needs and values of your customers. To make a long story short: Your product must be on point.
Every business customer has a variety of values that they want to fulfill in the best possible way. The Asset as a Service model enables you to recognize your hierarchy and fulfill your customers' values in the long term.
How does Asset as a Service fulfill customer values?
Vision
Through your AaaS offering, you help your customers to better fulfill their purpose and thus support their vision.
Design
The op platform for your AaaS offering has an optimal UI. Make parts of it available to your customers too
Reduced Anxiety
Fast response times and low investment thresholds take the stress away from your customers.
Scalability
A low "first invest" enables your customers to scale easily.
Information
The AaaS platform gives you full control with the Digital Twin. Share some of this information with your customers.
Cast Reduction
Monthly payments reduce the costs for your customers and make them more calculable.
Expertise
Maintenance of the systems by your staff ensures that your customers always have qualified personnel working on the systems.
Flexibility
Low initial investment enables your customers to react flexibly to their needs.
Availability
Systems are available to your customers more quickly.
Stability
Regular maintenance increases production stability for your customers.
Acceptable Price
Thanks to the many additional benefits that your product offers in the AaaS model, your price is unbeatable - and hardly comparable.
Risk Reduction
Your additional services and maintenance significantly reduce the risk of downtime for your customers.
