Season 2 of the Product-As-A-Service Champions podcast starts with a look at ⁠Tamturbo⁠'s "Touch-Free Air", an innovative approach to compressed air offered as a service. Host Yann Toutant speaks with ⁠Olli Kuismanen⁠, Business Developer at Tamturbo, about how their unique setup is transforming compressed air systems.

Key takeaways:

• Ownership has shifted to subscriptions and specialized companies over the past 50 years.
• Value-sharing only needs one big benefit for both sides, not everything quantified.
• Digitalization optimizes assets by predicting failures and reducing unnecessary maintenance.
• As-A-Service avoids artificial value creation, using resources more efficiently.
• Tamturbo charges for compressor heat at primary energy prices, making it cheaper and sustainable.
• Asset financing has been a hurdle for scaling As-A-Service, but solutions are emerging.

Need further As-A-Service inspiration? Head over to ⁠⁠⁠www.blackwinch.eu⁠⁠⁠ and explore our whitepapers, infographics, blog posts, and more on servitization. We've got all the latest subscription insights to fuel your creativity.

To conclude the first season of the Product-As-A-Service Champions podcast, we have gathered, during a one-of-a-kind webinar, top servitization experts sharing insights beyond traditional theories.

While academic principles and insights from the Big 4 are valuable, it’s the practical experiences that truly fuel the success of Product-As-A-Service solutions.

Get ready for genuine stories from the field from: E-Lin Tan, Global Head of BlueMovement at BSH David Mackerness, Director at Kaer Pierre-Yves Noel, Director Rainbow Platform at Alcatel Lucent Enterprise Bas Van Heek, Director Strategic Marketing at Barco Cinema Daniel Cho, Head of Strategic Pricing at Philips Healthcare Michael Mansard, Director of Subscription Strategy at Zuora

Hit play to (re)watch the webinar!

⁠Yann Toutant⁠, CEO of Black Winch, and ⁠Daniel Cho⁠, Head of Strategic Pricing at ⁠Philips Healthcare⁠, discuss the concept of "Healthcare as a Service" and "Patient Monitoring as a Service." Instead of just selling medical devices, Philips offers comprehensive solutions that help hospitals optimize patient care, improve monitoring, and ensure high-quality care.

Key insights:

• Philips's model ensures standardized care, focusing on outcomes, not just devices.
• Their pricing is based on patient volume, covering devices, training, and performance.
• Data and KPIs help Philips optimize hospital efficiency and services.
• Philips creates value through economic, operational, clinical, emotional, and societal factors.
• AI reduces administrative tasks, letting healthcare staff focus on patient care.

Need further As-A-Service inspiration? Head over to ⁠www.blackwinch.eu⁠ and explore our whitepapers, infographics, blog posts, and more on servitization. We've got all the latest subscription insights to fuel your creativity.

Episode 5 of the Product-As-A-Service Champions Podcast is out! Tune in as Yann Toutant, CEO of Black Winch and Pierre-Yves Noel, Director Innovation and Ecosystem - Rainbow Platform at Alcatel-Lucent Enterprise, demystify Connectivity-As-A-Service.

Here are the key insights:

• Shifting to as-a-service was key as the market moved toward software and subscriptions.
• The "Land, Adopt, Expand, Renew" strategy focuses on managing the full customer lifecycle.
• Recurring touchpoints and data insights drive upselling, cross-selling, and service improvements.
• Verticalizing offers based on customer segments delivers tailored value.
• Sustainability efforts, like reducing energy usage, align with optimizing product consumption.

Need further As-A-Service inspiration? Head over to ⁠⁠⁠www.blackwinch.eu⁠⁠⁠ and explore our whitepapers, infographics, blog posts, and more on servitization. We've got all the latest subscription insights to fuel your creativity.

Tune in to Episode 4 of the Product-As-A-Service Champions Podcast! Join Yann Toutant, CEO of Black Winch and Bas van Heek, Director Strategic Marketing at Barco Cinema as they discuss the evolution of cinema technology and the shift towards a Cinema-as-a-Service model.

Key insights include:

• Barco’s model focuses on delivering quality projection, not just hardware.
• Cinema-As-A-Service lets cinemas focus on the experience, not maintenance.
• Pricing is based on image quality (14 Foot-lamberts), not equipment uptime.

• Sustainability begins with designing products for responsible business models.

• Key advice: Start small, set goals, and prioritize partnerships over perfection.

Need further As-A-Service inspiration? Head over to ⁠⁠www.blackwinch.eu⁠⁠ and explore our whitepapers, infographics, blog posts, and more on servitization. We've got all the latest subscription insights to fuel your creativity.

Tune in to the third episode of the Product-As-A-Service Champions Podcast! In this episode, Yann Toutant, CEO of Black Winch, engages in a dynamic conversation around subscriptions for appliances with Gaurav Julka, former Head of Appliance As-A-Service at Electrolux APAC & MEA and co-founder of Levande - an innovative app that enables consumers to subscribe to Electrolux appliances.

Key takeaways from this episode:

• Urban consumers in Asia rapidly replace appliances, driving waste and demand for innovation.
• Electrolux’s model extends appliance lifespans while offering the latest technology.
• Levande integrates services like AI-driven maintenance and upgrades into a single platform.
• The platform evolves with consumers, from shared washing machines to family-focused solutions.
• Research shows consumers prioritize warranties over newness, enabling sustainable refurbished options.

Need further As-A-Service inspiration? Head over to ⁠⁠www.blackwinch.eu⁠⁠ and explore our whitepapers, infographics, blog posts, and more on servitization. We've got all the latest subscription insights to fuel your creativity.

Welcome to the second episode of the Product-As-A-Service Champions Podcast! Yann Toutant⁠, CEO of Black Winch, discusses with David Mackerness, Director at Kaer, about their pioneering work in Cooling-as-a-Service (CaaS) across Asia.

Tune into this episode as we explore:

• How customer demand led Kaer to switch from selling products to offering CaaS solutions.
• The challenge of shifting from CAPEX-heavy business models to a single pricing model.
• The importance of data capture and sensor accuracy in delivering reliable cooling services.
• How Kaer’s partnerships with technology providers ensure tailored, product-agnostic solutions.
• The importance of modular design and circularity in extending the lifecycle of cooling equipment.

Need further As-A-Service inspiration? Head over to ⁠www.blackwinch.eu⁠ and explore our whitepapers, infographics, blog posts, and more on servitization. We've got all the latest subscription insights to fuel your creativity.

Welcome to the first episode of the Product-As-A-Service Champions Podcast! Yann Toutant, CEO of Black Winch, sits down with E-Lin Tan, Global Head of BlueMovement at BSH Home Appliances, to discuss how they are revolutionizing the home appliance industry through their Appliance-as-a-Service model.

Tune into this episode as we uncover:

• BSH's shift to appliance subscriptions for flexibility, convenience and affordability.
• How customer satisfaction and NPS are key to increasing contract renewals and loyalty.
• BSH's circular approach, refurbishing appliances to avoid e-waste and extend lifecycles.
• The role of direct-to-consumer communication in driving service innovations.
• How strategic partnerships help BSH offer diverse solutions while staying focused on core products.

Need further As-A-Service inspiration? Head over to www.blackwinch.eu and explore our whitepapers, infographics, blog posts, and more on servitization. We've got all the latest subscription insights to fuel your creativity.

In this episode of the Product-As-A-Service Champions podcast, Yann Toutant, CEO of Black Winch, and Jonas Kjellberg, Founder of NORNORM, explore the transformative potential of circularity in the furniture industry.

Key takeaways include:

• Circular furniture design focuses on modularity, repairability, and simplicity.
• Technology and iterative processes help build stronger client relationships.
• Educating investors on durability and reuse is key to scaling circular models.
• Transitioning from leasing to flexible, fully circular subscription models.
• Workspaces are shifting towards sustainable, adaptable designs for a new generation.

Need further As-A-Service inspiration? Head over to ⁠www.blackwinch.eu⁠ and explore our whitepapers, infographics, blog posts, and more on servitization. We've got all the latest subscription insights to fuel your creativity.

In this new episode, Yann Toutant, CEO of Black Winch, and Yann Carré, Leader of Circular Business Models at Decathlon, explore the evolution of Sports-As-A-Service and the shift toward circular business models.

Key takeaways include:

• Transitioning to Sports-As-A-Service requires patience, resilience, and strong executive sponsorship.
• Decathlon’s approach is driven by three KPIs: customer reviews, business volume, and CO₂ emissions per euro of net margin.
• Offering seasonally adapted pricing models creates a win-win situation for both customers and retailers, though implementing this flexible approach across a large organization is a complex challenge.
• Aligning sales incentives with circular economy goals is key to success, motivating teams through performance metrics and rewards.
• Circular models significantly reduce environmental impact, with emissions up to four times lower than traditional approaches.

Need further As-A-Service inspiration? Head over to ⁠⁠www.blackwinch.eu⁠⁠ and explore our whitepapers, infographics, blog posts, and more on servitization. We've got all the latest subscription insights to fuel your creativity.

In this episode, Yann Toutant speaks with François Johnston, Founder of Johnston Circular and former Head of Michelin’s Tire-as-a-service business, about why value-based pricing, high reuse rates, and operational excellence are key to making product-as-a-service both profitable and truly circular.

Key takeaways:

• Monetize real customer value first: efficiency, peace of mind, and performance drive pricing.
• Value-based pricing aligns profitability with circularity, as higher reuse directly increases margins.
• Product-as-a-service shifts the model: the story begins at contract signature and success depends on operations.
• It is a premium play requiring high-quality products, strong brand trust, and reliable service execution.
• Scaling requires a new go-to-market approach: trained sales teams, strong sales kits, and ongoing customer success support.

Need further As-A-Service inspiration? Head over to ⁠⁠⁠www.blackwinch.eu⁠⁠⁠ and explore our whitepapers, infographics, blog posts, and more on servitization. We've got all the latest subscription insights to fuel your creativity.

To kick off Season 3 of the Product-as-a-Service Champion podcast, Yann Toutant, CEO of Black Winch, sits down with Eva Verbrugghe, Business Development Director Europe at DESOTEC, to explore how filtration-as-a-service is transforming industrial sustainability.

Key takeaways:

• Filtration-as-a-service bundles equipment, logistics, compliance, and expertise into one seamless solution, removing operational burden from customers.
• Circularity is at the core of the model, with activated carbon continuously reactivated and reused to minimize waste and environmental impact.
• Simplicity for the customer comes from managing complexity internally: engineering, logistics, and waste handling are fully taken care of.
• Modular, flexible systems allow customers to scale filtration capacity quickly without heavy upfront investment.
• Deep customer collaboration and tailored engineering ensure solutions are adapted to each specific industrial context.

Need further As-A-Service inspiration? Head over to ⁠⁠⁠www.blackwinch.eu⁠⁠⁠ and explore our whitepapers, infographics, blog posts, and more on servitization. We've got all the latest subscription insights to fuel your creativity.

In this episode, Yann Toutant speaks with Alina Bösch, Lead of Subscription-Series at d&b audiotechnik, about the company's innovative "Sound as a Service" model and its impact on the professional audio industry.

Key takeaways:

• d&b offers a full-service, low-risk alternative to owning a sound system, providing access to cutting-edge audio technology for a fixed monthly fee.
• Service includes installation, commissioning, remote monitoring, biannual check-ups, and more, ensuring peace of mind for subscribers.
• Targets hospitality, education, and themed entertainment venues - especially those lacking upfront capital but needing high-quality sound.
• Program is currently available for installation projects in the UK, US, Canada and European Union countries, with plans for future expansion.

Need further As-A-Service inspiration? Head over to ⁠⁠⁠www.blackwinch.eu⁠⁠⁠ and explore our whitepapers, infographics, blog posts, and more on servitization. We've got all the latest subscription insights to fuel your creativity.

In this episode, ⁠Yann Toutant⁠ speaks with ⁠Louis Wyers⁠, Director Partnerships & Retail at ⁠Ayvens⁠, about the evolving landscape of car leasing, circularity, and the future of mobility.

Key takeaways:

• Profitability in car leasing depends on high fleet utilization and low standing costs.
• Flexibility in leasing attracts customers but must be balanced to stay profitable.
• Circular leasing works when customers accept refurbished vehicles from the start.
• Data-driven fleet management extends asset lifespan and optimizes resale value.
• Regulators are pushing for more sustainable and low-emission leasing models.

Need further As-A-Service inspiration? Head over to ⁠⁠www.blackwinch.eu⁠⁠ and explore our whitepapers, infographics, blog posts, and more on servitization. We've got all the latest subscription insights to fuel your creativity.

In this episode of the Product-As-A-Service Champions podcast, Yann Toutant talks with Dominiek Plancke, CEO of ETAP Lighting, about their Circular Light as a Service (C-LaaS) model.

Key takeaways:

• Four mega trends shape the model: the EU’s carbon-neutral targets, circular economy, ownership to usership, and digitalization.
• Sales need to focus on Total Cost of Ownership (TCO), addressing long-term performance, energy savings, and risk mitigation.
• Partnerships are crucial for scaling, collaborating with external partners and specialized installers.
• Circular models drive sustainability, with refurbishing luminaires delivering 70% energy savings while reducing waste.
• C-LaaS requires a company-wide transformation, touching every department from R&D to sales.

Need further As-A-Service inspiration? Head over to ⁠⁠www.blackwinch.eu⁠⁠ and explore our whitepapers, infographics, blog posts, and more on servitization. We've got all the latest subscription insights to fuel your creativity.