Advanced service offering and value-based pricing strategy for an industrial equipment manufacturer

The recent trend toward digital servitization is extremely significant for industrial firms, which entails the transformational process toward innovative customer-oriented service-centered business models enabled by digitalization. Smart solutions, a result of digital servitization, have the potential to create superior customer value and value capture, namely value-based pricing. This research aims at initiating a leading equipment manufacturer in the steel industry to the development of a smart solution offering that can suit a value-based pricing strategy.