Subscription - Value networks to increase the adaptability of companies

Drawing of a man holding a tablet that connects him to his environment and the world © Dr. Martin Riedel


As a result of increasingly dynamic customer needs, adaptability is becoming a decisive competitive advantage for suppliers in the mechanical and plant engineering sector. However, the growing need for flexible and optimized manufacturing solutions increasingly contrasts with the sale of investment-intensive production equipment. Suppliers must instead evolve from hardware suppliers to solution providers. In this context, usage subscriptions, i.e. so-called subscription models, offer particularly high potential, as they enable access to usage data and continuous adaptation to customer needs without physical purchase. Customers also benefit from flexible purchasing of services and lower capital commitment. This increases the adaptability of both providers and customers.


This is where the Sunrise research project comes in. Its overriding objective is to enable companies in the mechanical and plant engineering sector to establish subscription models. This involves a holistic view of the dependencies within the value network, which includes suppliers and customers as well as enablers of the business model such as financial intermediaries and IoT service providers. A software-based method guide ("Sunrise Navigator") is being developed for the introduction of subscription models in both large and small companies in the mechanical and plant engineering sector, from strategic orientation and technical framework conditions to organizational effects and management in the value network.  The project results serve the participating companies for the sustainable establishment of Subscription Models (providers) as well as the development of new data-based services (providers, intermediaries such as IoT and financial service providers). The developed method guideline is especially aimed at the manufacturing industry and ensures a company-independent, cross-industry as well as flexible transfer of the results. On the research side, the results will be disseminated through publications and events. On the socio-economic level, potential benefits arise primarily from the possibility of demand-oriented supply and demand management for companies.