How can manufacturers identify the conditions for financially viable product-as-a-service?

Abstract

IntroductionWith the much-needed transformation from linear to more circular resource flows, it is imperative for enterprises to understand their financial prospects. Transforming towards Product-as-a-Service (PaaS) with circular elements introduces new considerations that must be addressed to ensure profitability and sustainability. However, there is a lack of comprehensive financial assessments based on empirical cases to guide companies in assessing the lucrativeness of their transformations. This paper addresses this gap by proposing a simple-to-use and flexible financial assessment model for PaaS, helping practitioners identify the conditions necessary for financial viability from both provider and user perspectives.MethodsGrounded in transdisciplinary research, this study focuses on a construction machine manufacturer's transformation from a traditional one-off sales business model to PaaS. The transformation is analysed through the development of a life cycle costing financial assessment model that addresses relevant cost drivers.ResultsUsing discounting methods, the model can help practitioners generate scenarios to identify feasible solutions for profitable PaaS setups. Additionally, the paper presents an analytical procedure to identify conditions for a financially viable PaaS. The procedure includes scenario-based analysis that accounts for systemic changes often necessary for successfully realising PaaS.DiscussionBy following the proposed procedure, along with the financial assessment model, manufacturers can streamline their financial assessments to identify necessary changes. For the analysed case company, the modelling results indicate that it must redesign its products for PaaS to outperform its previous business model.