The Products to Services Podcast

#9 - Subscription Is Not a Pricing Decision: Inside Heidelberg's Equipment-as-a-Service Engine - with Frank Hiller (Deutsch, English subtitles)

Episode in German - English subtitles available  Most companies say they want recurring revenue. Few are ready for the operational consequences. Heidelberger Druckmaschinen launched its subscription model in 2018. Since then, more than 170 contracts have been signed - bundling printing machines, software, consumables and service into a single output-based offer, billed on impressions produced rather than equipment sold. In this episode, Florian André sits down with Frank Hiller, Business Process Manager at Heidelberg, who joined the operational side of the subscription programme in 2019. Frank's job wasn't to design the commercial offer. It was to make it actually run - across finance, IT, controlling, service, logistics, product management and sales. We go behind the brochure to talk about: * Why subscription at Heidelberg is neither leasing nor Netflix, but an output-based Equipment-as-a-Service model * How counter states flow from the printing machine into the ERP system for monthly billing * The base-fee + impression-charge calculation and how seasonal customers are handled * What needed to be rebuilt internally (ERP, workflow systems, consumables app, material requirements planning) * IFRS 15, creditworthiness checks, and why subscription is not a financing trick * The change management journey - and the moment Frank knew it was working * Where Heidelberg is taking the as-a-service logic next: wallboxes, electrolysers, defence A candid look at what it actually takes to turn a subscription strategy into an operating reality. Learn more: p2sconsulting.com [http://p2sconsulting.com/] · Follow Frank Hiller on LinkedIn

#8 - As-a-Service in Industrial Automation - What It Means and How Omron Sees It

What does “as-a-service” really mean in industrial automation? In this episode of the Products to Services Podcast, we go beyond the buzzword and unpack how leading manufacturers are shifting from selling products to delivering measurable outcomes. Our guest, Paolo Cavallanti (Omron Industrial Automation), shares how a global industrial leader is transforming its business model from hardware sales to performance-based, subscription-driven services. Instead of selling machines, Omron is now delivering: Higher OEE (Overall Equipment Effectiveness) Reduced downtime through predictive maintenance Energy optimization and data-driven performance The result? A shift from vendor to strategic partner, embedded directly into the customer’s operations. Keep the conversation going! * Connect with our host Florian ANDRE [https://www.linkedin.com/in/florian-andr%C3%A9/]  * Connect with our guest ⁠⁠⁠⁠ Paolo CAVALLANTI [https://www.linkedin.com/in/paolocavallanti/⁠ ] * More information on ⁠⁠https://www.omron.com/global/en/ [https://www.omron.com/global/en/]  * Discover As-A-Service with ⁠⁠⁠⁠https://www.p2sconsulting.com/ [https://www.youtube.com/redirect?event=video_description&redir_token=QUFFLUhqbWczX1ZfTDl0ZnZHU2N2UWVZY2ZrVVlhZXlNUXxBQ3Jtc0ttR0hfaVN5TFpBbzRDTFp5YW1KMUJLMWhUcENMcFFVcGpBLTkweS1SdEw0dzhmOFFLc0w1NmVkYVZ5MExtZDlDSWozcGhhTjZDMTh0TXpoMFBISWRGZFpSMEZzOXNycy12d25ERGFOUlZEdU9mT2V5cw&q=https%3A%2F%2Fwww.p2sconsulting.com%2F&v=Jgn8rWpl3Xo]

#7 - Scaling Product-as-a-Service at Decathlon: The Transformation Playbook

What does it really take to turn a global retailer into a Product-as-a-Service business? In this episode of the Products to Services Podcast, we sit down with Yann Carré [https://www.linkedin.com/in/yanncarre/], who led Decathlon’s circular and subscription initiatives across seven continents. From bike subscriptions to second life and repair, Decathlon has become one of the most advanced Product-as-a-Service (PaaS) players in retail but the journey was anything but simple. We unpack the real transformation behind the headlines: * Why 80% of Decathlon’s CO₂ footprint forced a rethink of the growth model * How subscription shifts revenue from one-off sales to recurring cash flow * The governance, incentives, and KPI changes required to make PaaS scale * Managing fraud, risk, and asset value in a B2C subscription model * Why transformation not technology is the most underestimated challenge If you’re a manufacturer or retailer looking to move from ownership to usership, this episode offers practical insights from someone who built it from the inside. Subscribe for more conversations with leaders transforming product businesses into recurring revenue engines. Connect with our host: Florian André [https://www.linkedin.com/in/florian-andr%C3%A9/] Connect with our guest: Yann Carré [https://www.linkedin.com/in/yanncarre/] More information about Decathlon Subscription [https://rental.decathlon.com/be/fr] Discover As-a-Service with p2sconsulting.com [https://www.p2sconsulting.com/]

#6 - Servitization in HVAC with KAER: From Selling Chillers to Selling Cooling

Transforming a 70-year-old HVAC business into a fully outcome-based service provider takes courage, clarity, and strong leadership. In this conversation, Dave Mackerness shares KAER’s journey from selling equipment to guaranteeing comfort, carbon savings, and performance. We discuss organizational change, customer trust, financing models, and the mindset shift leaders must make to embrace “as-a-service” at scale. An inspiring case study for executives navigating the transition from products to services in a carbon-constrained world. Keep the conversation going! Connect with our host ⁠⁠⁠⁠Florian André⁠⁠⁠ [https://www.linkedin.com/in/florian-andr%C3%A9/] ⁠⁠⁠ Connect with our guest ⁠⁠⁠⁠ Dave Mackerness [https://www.linkedin.com/in/dave-mackerness-356a86115/] More information on ⁠KAER [https://www.kaer.com/] Discover As-A-Service with ⁠⁠⁠p2sconsulting.com [http://p2sconsulting.com/]

The Products to Services Podcast: Trailer

Hi I’m Florian André, welcome to The Products to Services Podcast. In each episode, I speak with leaders and builders who have lived the shift. We unpack their decisions, trade-offs, mistakes, and what really worked. You’ll hear practical frameworks, real examples, and clear lessons on servitisation, digital change, and business model innovation. If you lead growth, product, service, or transformation and you want real stories you can learn from you’re in the right place. Follow The Products to Services Podcast on Spotify, Apple Podcasts, and YouTube. Subscribe on your favourite platform and if an episode helps you, a 5-star review really helps more people find the show. See you in the next episode. Florian André [https://www.linkedin.com/in/florian-andr%C3%A9/] P2S Website [https://www.p2sconsulting.com/]