{"id":22857,"date":"2026-07-16T09:55:02","date_gmt":"2026-07-16T07:55:02","guid":{"rendered":"https:\/\/findustrial.io\/?p=22857"},"modified":"2026-07-16T11:19:13","modified_gmt":"2026-07-16T09:19:13","slug":"equipment-as-a-service-2026-real-cases","status":"publish","type":"post","link":"https:\/\/findustrial.io\/en\/equipment-as-a-service-2026-real-cases\/","title":{"rendered":"Equipment-as-a-Service 2026 in Practice: 3 Manufacturers, 3 Models"},"content":{"rendered":"\t\t<div data-elementor-type=\"wp-post\" data-elementor-id=\"22857\" class=\"elementor elementor-22857\" data-elementor-post-type=\"post\">\n\t\t\t\t<div class=\"elementor-element elementor-element-c481744 e-flex e-con-boxed e-con e-parent\" data-id=\"c481744\" data-element_type=\"container\" data-e-type=\"container\" data-settings=\"{&quot;background_background&quot;:&quot;gradient&quot;}\">\n\t\t\t\t\t<div class=\"e-con-inner\">\n\t\t<div class=\"elementor-element elementor-element-34bf94a e-con-full e-flex e-con e-child\" data-id=\"34bf94a\" data-element_type=\"container\" data-e-type=\"container\">\n\t\t\t\t<div class=\"elementor-element elementor-element-2a6fc9b elementor-widget elementor-widget-heading\" data-id=\"2a6fc9b\" data-element_type=\"widget\" data-e-type=\"widget\" data-widget_type=\"heading.default\">\n\t\t\t\t<div class=\"elementor-widget-container\">\n\t\t\t\t\t<div class=\"elementor-heading-title elementor-size-default\">Equipment-as-a-Service \u00b7 Roundtable<\/div>\t\t\t\t<\/div>\n\t\t\t\t<\/div>\n\t\t\t\t<div class=\"elementor-element elementor-element-e5c0825 elementor-widget elementor-widget-theme-post-title elementor-page-title elementor-widget-heading\" data-id=\"e5c0825\" data-element_type=\"widget\" data-e-type=\"widget\" data-widget_type=\"theme-post-title.default\">\n\t\t\t\t<div class=\"elementor-widget-container\">\n\t\t\t\t\t<h1 class=\"elementor-heading-title elementor-size-default\">Equipment-as-a-Service 2026 in Practice: 3 Manufacturers, 3 Models<\/h1>\t\t\t\t<\/div>\n\t\t\t\t<\/div>\n\t\t\t\t<div class=\"elementor-element elementor-element-b584a8a elementor-icon-list--layout-inline elementor-align-center elementor-list-item-link-full_width elementor-widget elementor-widget-icon-list\" data-id=\"b584a8a\" data-element_type=\"widget\" data-e-type=\"widget\" data-widget_type=\"icon-list.default\">\n\t\t\t\t<div class=\"elementor-widget-container\">\n\t\t\t\t\t\t\t<ul class=\"elementor-icon-list-items elementor-inline-items\">\n\t\t\t\t\t\t\t<li class=\"elementor-icon-list-item elementor-inline-item\">\n\t\t\t\t\t\t\t\t\t\t<span class=\"elementor-icon-list-text\">8 min read<\/span>\n\t\t\t\t\t\t\t\t\t<\/li>\n\t\t\t\t\t\t\t\t<li class=\"elementor-icon-list-item elementor-inline-item\">\n\t\t\t\t\t\t\t\t\t\t<span class=\"elementor-icon-list-text\">Published July 2026<\/span>\n\t\t\t\t\t\t\t\t\t<\/li>\n\t\t\t\t\t\t<\/ul>\n\t\t\t\t\t\t<\/div>\n\t\t\t\t<\/div>\n\t\t\t\t<div class=\"elementor-element elementor-element-7efd99f elementor-widget elementor-widget-text-editor\" data-id=\"7efd99f\" data-element_type=\"widget\" data-e-type=\"widget\" data-widget_type=\"text-editor.default\">\n\t\t\t\t<div class=\"elementor-widget-container\">\n\t\t\t\t\t\t\t\t\t<p><strong>The short version:<\/strong> Three manufacturers, three industries, three As-a-Service models &#8211; one shared logic behind how they built them.<\/p><p>Equipment-as-a-Service has arrived in medium-sized manufacturing. Not as a concept &#8211; as everyday practice. <strong>Lindner Recyclingtech, Gebr. Becker and d&amp;b audiotechnik<\/strong> have three completely different EaaS models live in the market. In the Findustrial Roundtable on June 30, 2026 we brought them into a conversation and asked: What did you do differently?<\/p>\t\t\t\t\t\t\t\t<\/div>\n\t\t\t\t<\/div>\n\t\t\t\t<\/div>\n\t\t\t\t\t<\/div>\n\t\t\t\t<\/div>\n\t\t<div class=\"elementor-element elementor-element-ef8eac2 e-flex e-con-boxed e-con e-parent\" data-id=\"ef8eac2\" data-element_type=\"container\" data-e-type=\"container\">\n\t\t\t\t\t<div class=\"e-con-inner\">\n\t\t<div class=\"elementor-element elementor-element-8ce4fea e-con-full e-flex e-con e-child\" data-id=\"8ce4fea\" data-element_type=\"container\" data-e-type=\"container\">\n\t\t\t\t<div class=\"elementor-element elementor-element-b11f6c9 elementor-widget elementor-widget-table-of-contents\" data-id=\"b11f6c9\" data-element_type=\"widget\" data-e-type=\"widget\" data-settings=\"{&quot;headings_by_tags&quot;:[&quot;h2&quot;],&quot;exclude_headings_by_selector&quot;:[],&quot;icon&quot;:{&quot;value&quot;:&quot;&quot;,&quot;library&quot;:&quot;&quot;},&quot;no_headings_message&quot;:&quot;No headings were found on this page.&quot;,&quot;marker_view&quot;:&quot;bullets&quot;,&quot;min_height&quot;:{&quot;unit&quot;:&quot;px&quot;,&quot;size&quot;:&quot;&quot;,&quot;sizes&quot;:[]},&quot;min_height_widescreen&quot;:{&quot;unit&quot;:&quot;px&quot;,&quot;size&quot;:&quot;&quot;,&quot;sizes&quot;:[]},&quot;min_height_tablet&quot;:{&quot;unit&quot;:&quot;px&quot;,&quot;size&quot;:&quot;&quot;,&quot;sizes&quot;:[]},&quot;min_height_mobile&quot;:{&quot;unit&quot;:&quot;px&quot;,&quot;size&quot;:&quot;&quot;,&quot;sizes&quot;:[]}}\" data-widget_type=\"table-of-contents.default\">\n\t\t\t\t<div class=\"elementor-widget-container\">\n\t\t\t\t\t\t\t\t\t<div class=\"elementor-toc__header\">\n\t\t\t\t\t\t<div class=\"elementor-toc__header-title\">\n\t\t\t\tIn this article\t\t\t<\/div>\n\t\t\t\t\t\t\t\t<\/div>\n\t\t\t\t<div id=\"elementor-toc__b11f6c9\" class=\"elementor-toc__body\">\n\t\t\t<div class=\"elementor-toc__spinner-container\">\n\t\t\t\t<i class=\"elementor-toc__spinner eicon-animation-spin eicon-loading\" aria-hidden=\"true\"><\/i>\t\t\t<\/div>\n\t\t<\/div>\n\t\t\t\t\t\t<\/div>\n\t\t\t\t<\/div>\n\t\t\t\t<div class=\"elementor-element elementor-element-2f8f8c8 elementor-widget elementor-widget-wpml-language-switcher\" data-id=\"2f8f8c8\" data-element_type=\"widget\" data-e-type=\"widget\" data-widget_type=\"wpml-language-switcher.default\">\n\t\t\t\t<div class=\"elementor-widget-container\">\n\t\t\t\t\t<div class=\"wpml-elementor-ls\"><p class=\"wpml-ls-statics-post_translations wpml-ls\">This post is also available in: \n<span role=\"navigation\">\n\t<span class=\"wpml-ls-slot-post_translations wpml-ls-item wpml-ls-item-de wpml-ls-first-item wpml-ls-last-item wpml-ls-item-legacy-post-translations\"><a href=\"https:\/\/findustrial.io\/de\/\" hreflang=\"de\" lang=\"de\" class=\"wpml-ls-link\" aria-label=\"Switch to German\" title=\"Switch to German\"><span class=\"wpml-ls-display\">German<\/span><\/a><\/span><\/span>\n<\/p><\/div>\t\t\t\t<\/div>\n\t\t\t\t<\/div>\n\t\t\t\t<\/div>\n\t\t\t\t\t<\/div>\n\t\t\t\t<\/div>\n\t\t<div class=\"elementor-element elementor-element-4886e9ff e-flex e-con-boxed e-con e-parent\" data-id=\"4886e9ff\" data-element_type=\"container\" data-e-type=\"container\">\n\t\t\t\t\t<div class=\"e-con-inner\">\n\t\t<div class=\"elementor-element elementor-element-753b1fe6 e-con-full e-flex e-con e-child\" data-id=\"753b1fe6\" data-element_type=\"container\" data-e-type=\"container\">\n\t\t\t\t<div class=\"elementor-element elementor-element-17333605 elementor-widget elementor-widget-heading\" data-id=\"17333605\" data-element_type=\"widget\" data-e-type=\"widget\" data-widget_type=\"heading.default\">\n\t\t\t\t<div class=\"elementor-widget-container\">\n\t\t\t\t\t<div class=\"elementor-heading-title elementor-size-default\">Context<\/div>\t\t\t\t<\/div>\n\t\t\t\t<\/div>\n\t\t\t\t<div class=\"elementor-element elementor-element-17c80b80 elementor-widget elementor-widget-heading\" data-id=\"17c80b80\" data-element_type=\"widget\" data-e-type=\"widget\" data-widget_type=\"heading.default\">\n\t\t\t\t<div class=\"elementor-widget-container\">\n\t\t\t\t\t<h2 class=\"elementor-heading-title elementor-size-default\">Why this format<\/h2>\t\t\t\t<\/div>\n\t\t\t\t<\/div>\n\t\t\t\t<div class=\"elementor-element elementor-element-42d3fb38 elementor-widget elementor-widget-text-editor\" data-id=\"42d3fb38\" data-element_type=\"widget\" data-e-type=\"widget\" data-widget_type=\"text-editor.default\">\n\t\t\t\t<div class=\"elementor-widget-container\">\n\t\t\t\t\t\t\t\t\t<p><strong>Equipment-as-a-Service has been discussed for years. But between &#8220;interesting idea&#8221; and &#8220;running in production&#8221; lies a whole different world.<\/strong> Anyone building the model in a medium-sized company knows this: the theory rarely matches the daily reality. Research at the <a href=\"https:\/\/www.iot-lab.ch\/projects-businessmodels\/eaas-navigator\/\" target=\"_blank\" rel=\"noopener\">Bosch IoT Lab<\/a> (University of St. Gallen \/ ETH Zurich) has analyzed over 200 manufacturers and identified 66 recurring patterns. Patterns are useful. But they don&#8217;t replace an honest question to three practitioners: What was your biggest surprise?<\/p><p>That&#8217;s why we didn&#8217;t organize another lecture. We brought three manufacturers together who actively run their EaaS offerings today &#8211; in three industries that couldn&#8217;t be more different. Recycling, vacuum technology, professional audio. What connects these three worlds isn&#8217;t the product. It&#8217;s the pattern behind how they built their business model.<\/p>\t\t\t\t\t\t\t\t<\/div>\n\t\t\t\t<\/div>\n\t\t<div class=\"elementor-element elementor-element-630fcbea e-con-full e-flex e-con e-child\" data-id=\"630fcbea\" data-element_type=\"container\" data-e-type=\"container\" data-settings=\"{&quot;background_background&quot;:&quot;classic&quot;}\">\n\t\t\t\t<div class=\"elementor-element elementor-element-38553a98 elementor-widget elementor-widget-heading\" data-id=\"38553a98\" data-element_type=\"widget\" data-e-type=\"widget\" data-widget_type=\"heading.default\">\n\t\t\t\t<div class=\"elementor-widget-container\">\n\t\t\t\t\t<div class=\"elementor-heading-title elementor-size-default\">What you won't find here<\/div>\t\t\t\t<\/div>\n\t\t\t\t<\/div>\n\t\t\t\t<div class=\"elementor-element elementor-element-55c2f326 elementor-widget elementor-widget-text-editor\" data-id=\"55c2f326\" data-element_type=\"widget\" data-e-type=\"widget\" data-widget_type=\"text-editor.default\">\n\t\t\t\t<div class=\"elementor-widget-container\">\n\t\t\t\t\t\t\t\t\t<p>No &#8220;EaaS maturity model&#8221;. No five success factors with asterisks. No slides from consulting decks. Instead: what three practitioners got wrong in year one, which sales question scared them the most, and where they deliberately don&#8217;t offer EaaS.<\/p>\t\t\t\t\t\t\t\t<\/div>\n\t\t\t\t<\/div>\n\t\t\t\t<\/div>\n\t\t\t\t<div class=\"elementor-element elementor-element-75570bd8 elementor-widget-divider--view-line elementor-widget elementor-widget-divider\" data-id=\"75570bd8\" data-element_type=\"widget\" data-e-type=\"widget\" data-widget_type=\"divider.default\">\n\t\t\t\t<div class=\"elementor-widget-container\">\n\t\t\t\t\t\t\t<div class=\"elementor-divider\">\n\t\t\t<span class=\"elementor-divider-separator\">\n\t\t\t\t\t\t<\/span>\n\t\t<\/div>\n\t\t\t\t\t\t<\/div>\n\t\t\t\t<\/div>\n\t\t\t\t<\/div>\n\t\t<div class=\"elementor-element elementor-element-67108637 e-con-full e-flex e-con e-child\" data-id=\"67108637\" data-element_type=\"container\" data-e-type=\"container\">\n\t\t\t\t<div class=\"elementor-element elementor-element-4537bd2c elementor-widget elementor-widget-heading\" data-id=\"4537bd2c\" data-element_type=\"widget\" data-e-type=\"widget\" data-widget_type=\"heading.default\">\n\t\t\t\t<div class=\"elementor-widget-container\">\n\t\t\t\t\t<div class=\"elementor-heading-title elementor-size-default\">Speaker 01\n<\/div>\t\t\t\t<\/div>\n\t\t\t\t<\/div>\n\t\t\t\t<div class=\"elementor-element elementor-element-30945c0b elementor-widget elementor-widget-heading\" data-id=\"30945c0b\" data-element_type=\"widget\" data-e-type=\"widget\" data-widget_type=\"heading.default\">\n\t\t\t\t<div class=\"elementor-widget-container\">\n\t\t\t\t\t<h2 class=\"elementor-heading-title elementor-size-default\">Matthias Holder \u00b7 CSO \u00b7 Lindner Recyclingtech<\/h2>\t\t\t\t<\/div>\n\t\t\t\t<\/div>\n\t\t\t\t<div class=\"elementor-element elementor-element-adbd804 elementor-widget elementor-widget-image\" data-id=\"adbd804\" data-element_type=\"widget\" data-e-type=\"widget\" data-widget_type=\"image.default\">\n\t\t\t\t<div class=\"elementor-widget-container\">\n\t\t\t\t\t\t\t\t\t\t\t\t\t\t\t<img fetchpriority=\"high\" decoding=\"async\" width=\"300\" height=\"300\" src=\"https:\/\/findustrial.io\/wp-content\/uploads\/2026\/06\/Customer-voice-Lindner-Recyclingtech-300x300.webp\" class=\"attachment-medium size-medium wp-image-22780\" alt=\"Matthias Holder, CSO of Lindner Recyclingtech\" srcset=\"https:\/\/findustrial.io\/wp-content\/uploads\/2026\/06\/Customer-voice-Lindner-Recyclingtech-300x300.webp 300w, https:\/\/findustrial.io\/wp-content\/uploads\/2026\/06\/Customer-voice-Lindner-Recyclingtech-150x150.webp 150w, https:\/\/findustrial.io\/wp-content\/uploads\/2026\/06\/Customer-voice-Lindner-Recyclingtech.webp 501w\" sizes=\"(max-width: 300px) 100vw, 300px\" \/>\t\t\t\t\t\t\t\t\t\t\t\t\t\t\t<\/div>\n\t\t\t\t<\/div>\n\t\t<div class=\"elementor-element elementor-element-4b3f0cbb e-con-full e-flex e-con e-child\" data-id=\"4b3f0cbb\" data-element_type=\"container\" data-e-type=\"container\">\n\t\t\t\t<div class=\"elementor-element elementor-element-6646e11a elementor-widget elementor-widget-heading\" data-id=\"6646e11a\" data-element_type=\"widget\" data-e-type=\"widget\" data-widget_type=\"heading.default\">\n\t\t\t\t<div class=\"elementor-widget-container\">\n\t\t\t\t\t<div class=\"elementor-heading-title elementor-size-default\">Performance-as-a-Service \u00b7 Recycling \u00b7 Findustrial Pioneer<\/div>\t\t\t\t<\/div>\n\t\t\t\t<\/div>\n\t\t\t\t<div class=\"elementor-element elementor-element-2fe9f5fc elementor-widget elementor-widget-text-editor\" data-id=\"2fe9f5fc\" data-element_type=\"widget\" data-e-type=\"widget\" data-widget_type=\"text-editor.default\">\n\t\t\t\t<div class=\"elementor-widget-container\">\n\t\t\t\t\t\t\t\t\t<p><strong>Matthias Holder launched Performance-as-a-Service at Lindner<\/strong>, the EaaS offering of the Austrian shredder specialist. Lindner still sells machines, rents them out, and now additionally offers Performance-as-a-Service &#8211; three models, three customer profiles, one portfolio. What made this step possible is Holder&#8217;s background in the printing and packaging industry. Service-based business models have been established there for years. What&#8217;s new in recycling, he&#8217;s already seen work elsewhere.<\/p>\t\t\t\t\t\t\t\t<\/div>\n\t\t\t\t<\/div>\n\t\t\t\t<div class=\"elementor-element elementor-element-3ddb5c3e elementor-widget elementor-widget-heading\" data-id=\"3ddb5c3e\" data-element_type=\"widget\" data-e-type=\"widget\" data-widget_type=\"heading.default\">\n\t\t\t\t<div class=\"elementor-widget-container\">\n\t\t\t\t\t<div class=\"elementor-heading-title elementor-size-default\">Why Performance-as-a-Service - and what role does your print background play?<\/div>\t\t\t\t<\/div>\n\t\t\t\t<\/div>\n\t\t\t\t<div class=\"elementor-element elementor-element-1cfe58de elementor-widget elementor-widget-video\" data-id=\"1cfe58de\" data-element_type=\"widget\" data-e-type=\"widget\" data-settings=\"{&quot;video_type&quot;:&quot;hosted&quot;,&quot;controls&quot;:&quot;yes&quot;}\" data-widget_type=\"video.default\">\n\t\t\t\t<div class=\"elementor-widget-container\">\n\t\t\t\t\t\t\t<div class=\"e-hosted-video elementor-wrapper elementor-open-inline\">\n\t\t\t\t\t<video class=\"elementor-video\" src=\"https:\/\/20362822.fs1.hubspotusercontent-eu1.net\/hubfs\/20362822\/Website%20Videos\/Roundtable\/Video%20snippet%2001%20%C2%B7%20Holder%20Q1%20%C2%B7%20Print-Pattern%20Transfer.mp4\" controls=\"\" preload=\"metadata\" controlsList=\"nodownload\"><\/video>\n\t\t\t\t<\/div>\n\t\t\t\t\t\t<\/div>\n\t\t\t\t<\/div>\n\t\t<div class=\"elementor-element elementor-element-5c05ca29 e-con-full e-flex e-con e-child\" data-id=\"5c05ca29\" data-element_type=\"container\" data-e-type=\"container\">\n\t\t\t\t<div class=\"elementor-element elementor-element-5d58a636 elementor-view-default elementor-widget elementor-widget-icon\" data-id=\"5d58a636\" data-element_type=\"widget\" data-e-type=\"widget\" data-widget_type=\"icon.default\">\n\t\t\t\t<div class=\"elementor-widget-container\">\n\t\t\t\t\t\t\t<div class=\"elementor-icon-wrapper\">\n\t\t\t<div class=\"elementor-icon\">\n\t\t\t<svg xmlns=\"http:\/\/www.w3.org\/2000\/svg\" id=\"svg1041\" viewBox=\"0 0 682.67 682.67\"><g id=\"g655\"><path d=\"M37.24,589.08c-6.93,0-13.46-2.69-18.41-7.58-5.01-4.96-7.77-11.57-7.77-18.6v-32.73c0-13.32,9.06-24.64,22.02-27.54,14.54-3.26,142.21-33.69,142.21-95.98v-45.12H50.79c-21.91,0-39.73-17.82-39.73-39.73v-188.48c0-21.91,17.82-39.73,39.73-39.73h210.38c21.91,0,39.73,17.82,39.73,39.73v257.21c0,59.7-28.29,115.18-75.67,148.41-46.3,32.47-109.45,49.34-187.71,50.14-.09,0-.19,0-.28,0ZM52.2,540.37v7.2c62.72-2.51,112.93-16.72,149.41-42.31,36.41-25.54,58.15-68.42,58.15-114.73v-255.8H52.2v185.66h124.51c21.91,0,39.73,17.82,39.73,39.73v46.53c0,83.57-115.02,121.39-164.23,133.72ZM261.17,134.73h.02-.02Z\"><\/path><\/g><g id=\"g667\"><path d=\"M407.92,589.08c-6.9,0-13.42-2.68-18.37-7.57-5.02-4.96-7.78-11.57-7.78-18.61v-32.73c0-13.31,9.05-24.63,22.01-27.54,14.55-3.26,142.22-33.68,142.22-95.98v-45.13h-124.51c-21.91,0-39.73-17.82-39.73-39.73v-188.48c0-21.91,17.82-39.73,39.73-39.73h210.38c21.91,0,39.73,17.82,39.73,39.73v51.11c0,11.36-9.21,20.57-20.57,20.57s-20.57-9.21-20.57-20.57v-49.7h-207.56v185.66h124.51c21.91,0,39.73,17.82,39.73,39.73v46.54c0,83.59-115.03,121.39-164.24,133.72v7.19c62.73-2.52,112.94-16.72,149.41-42.31,36.41-25.54,58.15-68.42,58.15-114.73v-110.11c0-11.36,9.21-20.57,20.57-20.57s20.57,9.21,20.57,20.57v110.11c0,59.7-28.29,115.18-75.67,148.41-46.29,32.47-109.45,49.34-187.71,50.14-.1,0-.21,0-.31,0ZM407.81,547.94h-.03.03Z\"><\/path><\/g><\/svg>\t\t\t<\/div>\n\t\t<\/div>\n\t\t\t\t\t\t<\/div>\n\t\t\t\t<\/div>\n\t\t\t\t<div class=\"elementor-element elementor-element-2c48bad4 elementor-widget elementor-widget-testimonial\" data-id=\"2c48bad4\" data-element_type=\"widget\" data-e-type=\"widget\" data-widget_type=\"testimonial.default\">\n\t\t\t\t<div class=\"elementor-widget-container\">\n\t\t\t\t\t\t\t<div class=\"elementor-testimonial-wrapper\">\n\t\t\t\t\t\t\t<div class=\"elementor-testimonial-content\">\"In printing and packaging, these models have been established for twenty years. Any professional office printer today isn't purchased anymore - it's billed per copy. Exactly the same is happening with large digital printing machines and packaging machinery. The shift from CapEx to OpEx through leasing and usage-based models is standard practice today. So for me, it was only logical to say: let's do this with our large shredders too.\"<\/div>\n\t\t\t\n\t\t\t\t\t\t<div class=\"elementor-testimonial-meta elementor-has-image elementor-testimonial-image-position-aside\">\n\t\t\t\t<div class=\"elementor-testimonial-meta-inner\">\n\t\t\t\t\t\t\t\t\t\t\t<div class=\"elementor-testimonial-image\">\n\t\t\t\t\t\t\t<img decoding=\"async\" width=\"501\" height=\"501\" src=\"https:\/\/findustrial.io\/wp-content\/uploads\/2026\/06\/Customer-voice-Lindner-Recyclingtech.webp\" class=\"attachment-full size-full wp-image-22780\" alt=\"Matthias Holder, CSO of Lindner Recyclingtech\" srcset=\"https:\/\/findustrial.io\/wp-content\/uploads\/2026\/06\/Customer-voice-Lindner-Recyclingtech.webp 501w, https:\/\/findustrial.io\/wp-content\/uploads\/2026\/06\/Customer-voice-Lindner-Recyclingtech-300x300.webp 300w, https:\/\/findustrial.io\/wp-content\/uploads\/2026\/06\/Customer-voice-Lindner-Recyclingtech-150x150.webp 150w\" sizes=\"(max-width: 501px) 100vw, 501px\" \/>\t\t\t\t\t\t<\/div>\n\t\t\t\t\t\n\t\t\t\t\t\t\t\t\t\t<div class=\"elementor-testimonial-details\">\n\t\t\t\t\t\t\t\t\t\t\t\t\t\t<div class=\"elementor-testimonial-name\">Matthias Holder<\/div>\n\t\t\t\t\t\t\t\t\t\t\t\t\t\t\t\t\t\t\t\t\t\t<div class=\"elementor-testimonial-job\">CSO |  Lindner Recyclingtech<\/div>\n\t\t\t\t\t\t\t\t\t\t\t\t\t<\/div>\n\t\t\t\t\t\t\t\t\t<\/div>\n\t\t\t<\/div>\n\t\t\t\t\t<\/div>\n\t\t\t\t\t\t<\/div>\n\t\t\t\t<\/div>\n\t\t\t\t<\/div>\n\t\t\t\t<div class=\"elementor-element elementor-element-49edca3d elementor-widget elementor-widget-text-editor\" data-id=\"49edca3d\" data-element_type=\"widget\" data-e-type=\"widget\" data-widget_type=\"text-editor.default\">\n\t\t\t\t<div class=\"elementor-widget-container\">\n\t\t\t\t\t\t\t\t\t<p><strong>In practice:<\/strong> Lindner currently offers Performance-as-a-Service exclusively for mobile shredders, not for fixed installations. The target customers are recycling yards and similar operators with fluctuating utilization, changing material streams, and only temporary contracts with their own off-takers. Above a base utilization, the rental payment scales flexibly with actual usage. Lindner handles maintenance and availability, retains ownership, and can remotely monitor machine conditions via its in-house Nexus system.<\/p>\t\t\t\t\t\t\t\t<\/div>\n\t\t\t\t<\/div>\n\t\t<div class=\"elementor-element elementor-element-1a9790bb e-con-full e-flex e-con e-child\" data-id=\"1a9790bb\" data-element_type=\"container\" data-e-type=\"container\" data-settings=\"{&quot;background_background&quot;:&quot;classic&quot;}\">\n\t\t\t\t<div class=\"elementor-element elementor-element-29d7002c elementor-widget elementor-widget-heading\" data-id=\"29d7002c\" data-element_type=\"widget\" data-e-type=\"widget\" data-widget_type=\"heading.default\">\n\t\t\t\t<div class=\"elementor-widget-container\">\n\t\t\t\t\t<div class=\"elementor-heading-title elementor-size-default\">The pattern behind it:<\/div>\t\t\t\t<\/div>\n\t\t\t\t<\/div>\n\t\t\t\t<div class=\"elementor-element elementor-element-34851b08 elementor-widget elementor-widget-text-editor\" data-id=\"34851b08\" data-element_type=\"widget\" data-e-type=\"widget\" data-widget_type=\"text-editor.default\">\n\t\t\t\t<div class=\"elementor-widget-container\">\n\t\t\t\t\t\t\t\t\t<p>Holder&#8217;s answer isn&#8217;t theory &#8211; it&#8217;s lived pattern transfer from his own past. Printing and packaging made the shift from machine sales to service relationships two decades ago. What looks new in recycling, Holder has already experienced and helped drive elsewhere. He calls it a cross-industry trend: the conversion of CapEx into OpEx through leasing and usage-based models is now &#8220;standard practice.&#8221; Research at the <a href=\"https:\/\/www.iot-lab.ch\/projects-businessmodels\/eaas-navigator\/\" target=\"_blank\" rel=\"noopener\">Bosch IoT Lab<\/a> describes exactly this as a recurring success factor: EaaS models rarely emerge from nothing &#8211; they emerge through transfer of proven mechanics from neighboring industries.<\/p>\t\t\t\t\t\t\t\t<\/div>\n\t\t\t\t<\/div>\n\t\t\t\t<\/div>\n\t\t\t\t<div class=\"elementor-element elementor-element-2b872477 elementor-widget elementor-widget-heading\" data-id=\"2b872477\" data-element_type=\"widget\" data-e-type=\"widget\" data-widget_type=\"heading.default\">\n\t\t\t\t<div class=\"elementor-widget-container\">\n\t\t\t\t\t<div class=\"elementor-heading-title elementor-size-default\">Which customer is Performance-as-a-Service right for - and which one it isn't?<\/div>\t\t\t\t<\/div>\n\t\t\t\t<\/div>\n\t\t\t\t<div class=\"elementor-element elementor-element-12cec1f2 elementor-widget elementor-widget-video\" data-id=\"12cec1f2\" data-element_type=\"widget\" data-e-type=\"widget\" data-settings=\"{&quot;video_type&quot;:&quot;hosted&quot;,&quot;controls&quot;:&quot;yes&quot;}\" data-widget_type=\"video.default\">\n\t\t\t\t<div class=\"elementor-widget-container\">\n\t\t\t\t\t\t\t<div class=\"e-hosted-video elementor-wrapper elementor-open-inline\">\n\t\t\t\t\t<video class=\"elementor-video\" src=\"https:\/\/20362822.fs1.hubspotusercontent-eu1.net\/hubfs\/20362822\/Website%20Videos\/Roundtable\/Video%20snippet%2002%20%C2%B7%20Holder%20Q2%20%C2%B7%20The%20complete%20bouquet.mp4\" controls=\"\" preload=\"metadata\" controlsList=\"nodownload\"><\/video>\n\t\t\t\t<\/div>\n\t\t\t\t\t\t<\/div>\n\t\t\t\t<\/div>\n\t\t<div class=\"elementor-element elementor-element-48a5228 e-con-full e-flex e-con e-child\" data-id=\"48a5228\" data-element_type=\"container\" data-e-type=\"container\">\n\t\t\t\t<div class=\"elementor-element elementor-element-28958f15 elementor-view-default elementor-widget elementor-widget-icon\" data-id=\"28958f15\" data-element_type=\"widget\" data-e-type=\"widget\" data-widget_type=\"icon.default\">\n\t\t\t\t<div class=\"elementor-widget-container\">\n\t\t\t\t\t\t\t<div class=\"elementor-icon-wrapper\">\n\t\t\t<div class=\"elementor-icon\">\n\t\t\t<svg xmlns=\"http:\/\/www.w3.org\/2000\/svg\" id=\"svg1041\" viewBox=\"0 0 682.67 682.67\"><g id=\"g655\"><path d=\"M37.24,589.08c-6.93,0-13.46-2.69-18.41-7.58-5.01-4.96-7.77-11.57-7.77-18.6v-32.73c0-13.32,9.06-24.64,22.02-27.54,14.54-3.26,142.21-33.69,142.21-95.98v-45.12H50.79c-21.91,0-39.73-17.82-39.73-39.73v-188.48c0-21.91,17.82-39.73,39.73-39.73h210.38c21.91,0,39.73,17.82,39.73,39.73v257.21c0,59.7-28.29,115.18-75.67,148.41-46.3,32.47-109.45,49.34-187.71,50.14-.09,0-.19,0-.28,0ZM52.2,540.37v7.2c62.72-2.51,112.93-16.72,149.41-42.31,36.41-25.54,58.15-68.42,58.15-114.73v-255.8H52.2v185.66h124.51c21.91,0,39.73,17.82,39.73,39.73v46.53c0,83.57-115.02,121.39-164.23,133.72ZM261.17,134.73h.02-.02Z\"><\/path><\/g><g id=\"g667\"><path d=\"M407.92,589.08c-6.9,0-13.42-2.68-18.37-7.57-5.02-4.96-7.78-11.57-7.78-18.61v-32.73c0-13.31,9.05-24.63,22.01-27.54,14.55-3.26,142.22-33.68,142.22-95.98v-45.13h-124.51c-21.91,0-39.73-17.82-39.73-39.73v-188.48c0-21.91,17.82-39.73,39.73-39.73h210.38c21.91,0,39.73,17.82,39.73,39.73v51.11c0,11.36-9.21,20.57-20.57,20.57s-20.57-9.21-20.57-20.57v-49.7h-207.56v185.66h124.51c21.91,0,39.73,17.82,39.73,39.73v46.54c0,83.59-115.03,121.39-164.24,133.72v7.19c62.73-2.52,112.94-16.72,149.41-42.31,36.41-25.54,58.15-68.42,58.15-114.73v-110.11c0-11.36,9.21-20.57,20.57-20.57s20.57,9.21,20.57,20.57v110.11c0,59.7-28.29,115.18-75.67,148.41-46.29,32.47-109.45,49.34-187.71,50.14-.1,0-.21,0-.31,0ZM407.81,547.94h-.03.03Z\"><\/path><\/g><\/svg>\t\t\t<\/div>\n\t\t<\/div>\n\t\t\t\t\t\t<\/div>\n\t\t\t\t<\/div>\n\t\t\t\t<div class=\"elementor-element elementor-element-2e3cad48 elementor-widget elementor-widget-testimonial\" data-id=\"2e3cad48\" data-element_type=\"widget\" data-e-type=\"widget\" data-widget_type=\"testimonial.default\">\n\t\t\t\t<div class=\"elementor-widget-container\">\n\t\t\t\t\t\t\t<div class=\"elementor-testimonial-wrapper\">\n\t\t\t\t\t\t\t<div class=\"elementor-testimonial-content\">\"We offer the complete bouquet. There's the classic customer who says: I want to own the machine, I'll buy it. There are leasing models through partner banks. And then we get to the highest level of the service contract - Performance-as-a-Service. That's where we go with customers who have unclear or rapidly changing business models, who depend on customer contracts, who can't give reliable forecasts.\"<\/div>\n\t\t\t\n\t\t\t\t\t\t<div class=\"elementor-testimonial-meta elementor-has-image elementor-testimonial-image-position-aside\">\n\t\t\t\t<div class=\"elementor-testimonial-meta-inner\">\n\t\t\t\t\t\t\t\t\t\t\t<div class=\"elementor-testimonial-image\">\n\t\t\t\t\t\t\t<img decoding=\"async\" width=\"501\" height=\"501\" src=\"https:\/\/findustrial.io\/wp-content\/uploads\/2026\/06\/Customer-voice-Lindner-Recyclingtech.webp\" class=\"attachment-full size-full wp-image-22780\" alt=\"Matthias Holder, CSO of Lindner Recyclingtech\" srcset=\"https:\/\/findustrial.io\/wp-content\/uploads\/2026\/06\/Customer-voice-Lindner-Recyclingtech.webp 501w, https:\/\/findustrial.io\/wp-content\/uploads\/2026\/06\/Customer-voice-Lindner-Recyclingtech-300x300.webp 300w, https:\/\/findustrial.io\/wp-content\/uploads\/2026\/06\/Customer-voice-Lindner-Recyclingtech-150x150.webp 150w\" sizes=\"(max-width: 501px) 100vw, 501px\" \/>\t\t\t\t\t\t<\/div>\n\t\t\t\t\t\n\t\t\t\t\t\t\t\t\t\t<div class=\"elementor-testimonial-details\">\n\t\t\t\t\t\t\t\t\t\t\t\t\t\t<div class=\"elementor-testimonial-name\">Matthias Holder<\/div>\n\t\t\t\t\t\t\t\t\t\t\t\t\t\t\t\t\t\t\t\t\t\t<div class=\"elementor-testimonial-job\">CSO |  Lindner Recyclingtech<\/div>\n\t\t\t\t\t\t\t\t\t\t\t\t\t<\/div>\n\t\t\t\t\t\t\t\t\t<\/div>\n\t\t\t<\/div>\n\t\t\t\t\t<\/div>\n\t\t\t\t\t\t<\/div>\n\t\t\t\t<\/div>\n\t\t\t\t<\/div>\n\t\t\t\t<div class=\"elementor-element elementor-element-942ce3d elementor-widget elementor-widget-text-editor\" data-id=\"942ce3d\" data-element_type=\"widget\" data-e-type=\"widget\" data-widget_type=\"text-editor.default\">\n\t\t\t\t<div class=\"elementor-widget-container\">\n\t\t\t\t\t\t\t\t\t<p><strong>In practice:<\/strong> Lindner offers three models in parallel &#8211; purchase, traditional leasing through partner banks, and Performance-as-a-Service. The purchase customer knows exactly what they need and has the capital. The leasing customer wants to spread investments over the balance sheet. The PaaS customer has unclear or rapidly changing business models and can&#8217;t forecast utilization peaks. Distribution runs through a two-tier model with service partners. Contractually it&#8217;s a triangular structure: only Lindner has the contract with the customer, the partner acts as a service execution partner. PaaS contract terms are between one and four years &#8211; no longer, because a professionally used shredder needs a full overhaul after four years. After that, the equipment goes into secondary market resale. Holder puts it memorably: <em>&#8220;We&#8217;re breeding our own quality used machines.&#8221;<\/em> That&#8217;s not a side effect &#8211; it&#8217;s strategic secondary use. EaaS and the used market support each other.<\/p>\t\t\t\t\t\t\t\t<\/div>\n\t\t\t\t<\/div>\n\t\t<div class=\"elementor-element elementor-element-5825b02e e-con-full e-flex e-con e-child\" data-id=\"5825b02e\" data-element_type=\"container\" data-e-type=\"container\" data-settings=\"{&quot;background_background&quot;:&quot;classic&quot;}\">\n\t\t\t\t<div class=\"elementor-element elementor-element-1fea9da0 elementor-widget elementor-widget-heading\" data-id=\"1fea9da0\" data-element_type=\"widget\" data-e-type=\"widget\" data-widget_type=\"heading.default\">\n\t\t\t\t<div class=\"elementor-widget-container\">\n\t\t\t\t\t<div class=\"elementor-heading-title elementor-size-default\">The pattern behind it:<\/div>\t\t\t\t<\/div>\n\t\t\t\t<\/div>\n\t\t\t\t<div class=\"elementor-element elementor-element-1a91c833 elementor-widget elementor-widget-text-editor\" data-id=\"1a91c833\" data-element_type=\"widget\" data-e-type=\"widget\" data-widget_type=\"text-editor.default\">\n\t\t\t\t<div class=\"elementor-widget-container\">\n\t\t\t\t\t\t\t\t\t<p>Holder calls it the &#8220;complete bouquet.&#8221; Purchase, leasing, and EaaS aren&#8217;t maturity levels on a scale &#8211; they&#8217;re parallel options for different customer profiles. This three-model logic surfaces with all speakers in the roundtable. Anyone positioning EaaS as a replacement for the core business builds internal resistance. Anyone offering it as an additional portfolio option gains sales and the CFO as allies.<\/p><p><strong>Holder&#8217;s rental car analogy.<\/strong> What does a customer get after four years? Holder: &#8220;A new machine doesn&#8217;t mean brand new. If the customer wants to continue with the model, they get a new machine &#8211; but that can very well be a fully refurbished one. I always compare it to a rental car. A rental car isn&#8217;t always a brand-new vehicle with zero miles. But it&#8217;s a car that does exactly what it should &#8211; get you from A to B.&#8221; That&#8217;s the core logic of Performance-as-a-Service in one sentence: the customer buys performance, not ownership. What sits behind it &#8211; refurbished, new, or fully overhauled &#8211; is the provider&#8217;s concern.<\/p>\t\t\t\t\t\t\t\t<\/div>\n\t\t\t\t<\/div>\n\t\t\t\t<\/div>\n\t\t\t\t<\/div>\n\t\t\t\t<div class=\"elementor-element elementor-element-1e8cf268 elementor-widget-divider--view-line elementor-widget elementor-widget-divider\" data-id=\"1e8cf268\" data-element_type=\"widget\" data-e-type=\"widget\" data-widget_type=\"divider.default\">\n\t\t\t\t<div class=\"elementor-widget-container\">\n\t\t\t\t\t\t\t<div class=\"elementor-divider\">\n\t\t\t<span class=\"elementor-divider-separator\">\n\t\t\t\t\t\t<\/span>\n\t\t<\/div>\n\t\t\t\t\t\t<\/div>\n\t\t\t\t<\/div>\n\t\t\t\t<\/div>\n\t\t<div class=\"elementor-element elementor-element-7db1c80a e-con-full e-flex e-con e-child\" data-id=\"7db1c80a\" data-element_type=\"container\" data-e-type=\"container\">\n\t\t\t\t<div class=\"elementor-element elementor-element-6124ba3f elementor-widget elementor-widget-heading\" data-id=\"6124ba3f\" data-element_type=\"widget\" data-e-type=\"widget\" data-widget_type=\"heading.default\">\n\t\t\t\t<div class=\"elementor-widget-container\">\n\t\t\t\t\t<div class=\"elementor-heading-title elementor-size-default\">Speaker 02\n<\/div>\t\t\t\t<\/div>\n\t\t\t\t<\/div>\n\t\t\t\t<div class=\"elementor-element elementor-element-fb13148 elementor-widget elementor-widget-heading\" data-id=\"fb13148\" data-element_type=\"widget\" data-e-type=\"widget\" data-widget_type=\"heading.default\">\n\t\t\t\t<div class=\"elementor-widget-container\">\n\t\t\t\t\t<h2 class=\"elementor-heading-title elementor-size-default\">Dr. Martin Ebel \u00b7 Director Business Transformation \u00b7 Gebr. Becker<\/h2>\t\t\t\t<\/div>\n\t\t\t\t<\/div>\n\t\t\t\t<div class=\"elementor-element elementor-element-f8437fd elementor-widget elementor-widget-image\" data-id=\"f8437fd\" data-element_type=\"widget\" data-e-type=\"widget\" data-widget_type=\"image.default\">\n\t\t\t\t<div class=\"elementor-widget-container\">\n\t\t\t\t\t\t\t\t\t\t\t\t\t\t\t<img decoding=\"async\" width=\"300\" height=\"300\" src=\"https:\/\/findustrial.io\/wp-content\/uploads\/2025\/11\/Customer-voice_Gebr.-Becker-300x300.webp\" class=\"attachment-medium size-medium wp-image-22819\" alt=\"Portrait of Dr. Martin Ebel, Director Business Transformation at Gebr. Becker\" srcset=\"https:\/\/findustrial.io\/wp-content\/uploads\/2025\/11\/Customer-voice_Gebr.-Becker-300x300.webp 300w, https:\/\/findustrial.io\/wp-content\/uploads\/2025\/11\/Customer-voice_Gebr.-Becker-150x150.webp 150w, https:\/\/findustrial.io\/wp-content\/uploads\/2025\/11\/Customer-voice_Gebr.-Becker.webp 501w\" sizes=\"(max-width: 300px) 100vw, 300px\" \/>\t\t\t\t\t\t\t\t\t\t\t\t\t\t\t<\/div>\n\t\t\t\t<\/div>\n\t\t<div class=\"elementor-element elementor-element-2be316f4 e-con-full e-flex e-con e-child\" data-id=\"2be316f4\" data-element_type=\"container\" data-e-type=\"container\">\n\t\t\t\t<div class=\"elementor-element elementor-element-443293fe elementor-widget elementor-widget-heading\" data-id=\"443293fe\" data-element_type=\"widget\" data-e-type=\"widget\" data-widget_type=\"heading.default\">\n\t\t\t\t<div class=\"elementor-widget-container\">\n\t\t\t\t\t<div class=\"elementor-heading-title elementor-size-default\">Vacuum-as-a-Service \u00b7 Vacuum Technology \u00b7 Findustrial Pioneer<\/div>\t\t\t\t<\/div>\n\t\t\t\t<\/div>\n\t\t\t\t<div class=\"elementor-element elementor-element-ef4e7b1 elementor-widget elementor-widget-text-editor\" data-id=\"ef4e7b1\" data-element_type=\"widget\" data-e-type=\"widget\" data-widget_type=\"text-editor.default\">\n\t\t\t\t<div class=\"elementor-widget-container\">\n\t\t\t\t\t\t\t\t\t<p><strong>At Gebr. Becker, Dr. Martin Ebel is driving the transformation from classical vacuum pump manufacturer to service provider.<\/strong> An industry where service models barely existed before &#8211; even though the direct neighbor industry, compressed air, has been doing this for years. Ebel combines science and operational practice: he&#8217;s been working on servitization for years and is simultaneously driving implementation at Becker. That gives his answers a double depth &#8211; research and practice in one person.<\/p>\t\t\t\t\t\t\t\t<\/div>\n\t\t\t\t<\/div>\n\t\t\t\t<div class=\"elementor-element elementor-element-354e01e4 elementor-widget elementor-widget-heading\" data-id=\"354e01e4\" data-element_type=\"widget\" data-e-type=\"widget\" data-widget_type=\"heading.default\">\n\t\t\t\t<div class=\"elementor-widget-container\">\n\t\t\t\t\t<div class=\"elementor-heading-title elementor-size-default\">Compressed-Air-as-a-Service is established. Why isn't vacuum there yet?<\/div>\t\t\t\t<\/div>\n\t\t\t\t<\/div>\n\t\t\t\t<div class=\"elementor-element elementor-element-7914f94b elementor-widget elementor-widget-video\" data-id=\"7914f94b\" data-element_type=\"widget\" data-e-type=\"widget\" data-settings=\"{&quot;video_type&quot;:&quot;hosted&quot;,&quot;controls&quot;:&quot;yes&quot;}\" data-widget_type=\"video.default\">\n\t\t\t\t<div class=\"elementor-widget-container\">\n\t\t\t\t\t\t\t<div class=\"e-hosted-video elementor-wrapper elementor-open-inline\">\n\t\t\t\t\t<video class=\"elementor-video\" src=\"https:\/\/20362822.fs1.hubspotusercontent-eu1.net\/hubfs\/20362822\/Website%20Videos\/Roundtable\/Video%20snippet%2003%20%C2%B7%20Ebel%20Q1%20%C2%B7%20Compressed%20air%20as%20blueprint%20%2B%20self-disruption.mp4\" controls=\"\" preload=\"metadata\" controlsList=\"nodownload\"><\/video>\n\t\t\t\t<\/div>\n\t\t\t\t\t\t<\/div>\n\t\t\t\t<\/div>\n\t\t<div class=\"elementor-element elementor-element-e5125ec e-con-full e-flex e-con e-child\" data-id=\"e5125ec\" data-element_type=\"container\" data-e-type=\"container\">\n\t\t\t\t<div class=\"elementor-element elementor-element-59466dfa elementor-view-default elementor-widget elementor-widget-icon\" data-id=\"59466dfa\" data-element_type=\"widget\" data-e-type=\"widget\" data-widget_type=\"icon.default\">\n\t\t\t\t<div class=\"elementor-widget-container\">\n\t\t\t\t\t\t\t<div class=\"elementor-icon-wrapper\">\n\t\t\t<div class=\"elementor-icon\">\n\t\t\t<svg xmlns=\"http:\/\/www.w3.org\/2000\/svg\" id=\"svg1041\" viewBox=\"0 0 682.67 682.67\"><g id=\"g655\"><path d=\"M37.24,589.08c-6.93,0-13.46-2.69-18.41-7.58-5.01-4.96-7.77-11.57-7.77-18.6v-32.73c0-13.32,9.06-24.64,22.02-27.54,14.54-3.26,142.21-33.69,142.21-95.98v-45.12H50.79c-21.91,0-39.73-17.82-39.73-39.73v-188.48c0-21.91,17.82-39.73,39.73-39.73h210.38c21.91,0,39.73,17.82,39.73,39.73v257.21c0,59.7-28.29,115.18-75.67,148.41-46.3,32.47-109.45,49.34-187.71,50.14-.09,0-.19,0-.28,0ZM52.2,540.37v7.2c62.72-2.51,112.93-16.72,149.41-42.31,36.41-25.54,58.15-68.42,58.15-114.73v-255.8H52.2v185.66h124.51c21.91,0,39.73,17.82,39.73,39.73v46.53c0,83.57-115.02,121.39-164.23,133.72ZM261.17,134.73h.02-.02Z\"><\/path><\/g><g id=\"g667\"><path d=\"M407.92,589.08c-6.9,0-13.42-2.68-18.37-7.57-5.02-4.96-7.78-11.57-7.78-18.61v-32.73c0-13.31,9.05-24.63,22.01-27.54,14.55-3.26,142.22-33.68,142.22-95.98v-45.13h-124.51c-21.91,0-39.73-17.82-39.73-39.73v-188.48c0-21.91,17.82-39.73,39.73-39.73h210.38c21.91,0,39.73,17.82,39.73,39.73v51.11c0,11.36-9.21,20.57-20.57,20.57s-20.57-9.21-20.57-20.57v-49.7h-207.56v185.66h124.51c21.91,0,39.73,17.82,39.73,39.73v46.54c0,83.59-115.03,121.39-164.24,133.72v7.19c62.73-2.52,112.94-16.72,149.41-42.31,36.41-25.54,58.15-68.42,58.15-114.73v-110.11c0-11.36,9.21-20.57,20.57-20.57s20.57,9.21,20.57,20.57v110.11c0,59.7-28.29,115.18-75.67,148.41-46.29,32.47-109.45,49.34-187.71,50.14-.1,0-.21,0-.31,0ZM407.81,547.94h-.03.03Z\"><\/path><\/g><\/svg>\t\t\t<\/div>\n\t\t<\/div>\n\t\t\t\t\t\t<\/div>\n\t\t\t\t<\/div>\n\t\t\t\t<div class=\"elementor-element elementor-element-78c44c66 elementor-widget elementor-widget-testimonial\" data-id=\"78c44c66\" data-element_type=\"widget\" data-e-type=\"widget\" data-widget_type=\"testimonial.default\">\n\t\t\t\t<div class=\"elementor-widget-container\">\n\t\t\t\t\t\t\t<div class=\"elementor-testimonial-wrapper\">\n\t\t\t\t\t\t\t<div class=\"elementor-testimonial-content\">\"Compressed air was familiar to us and we saw it a bit as a blueprint. But we deliberately didn't start with our core pump business - we started with central systems, a market that's new to us and where we're not directly disrupting ourselves. For any listener, it's usually best to start where you don't directly disrupt yourself.\"<\/div>\n\t\t\t\n\t\t\t\t\t\t<div class=\"elementor-testimonial-meta elementor-has-image elementor-testimonial-image-position-aside\">\n\t\t\t\t<div class=\"elementor-testimonial-meta-inner\">\n\t\t\t\t\t\t\t\t\t\t\t<div class=\"elementor-testimonial-image\">\n\t\t\t\t\t\t\t<img loading=\"lazy\" decoding=\"async\" width=\"501\" height=\"501\" src=\"https:\/\/findustrial.io\/wp-content\/uploads\/2025\/11\/Customer-voice_Gebr.-Becker.webp\" class=\"attachment-full size-full wp-image-22819\" alt=\"Portrait of Dr. Martin Ebel, Director Business Transformation at Gebr. Becker\" srcset=\"https:\/\/findustrial.io\/wp-content\/uploads\/2025\/11\/Customer-voice_Gebr.-Becker.webp 501w, https:\/\/findustrial.io\/wp-content\/uploads\/2025\/11\/Customer-voice_Gebr.-Becker-300x300.webp 300w, https:\/\/findustrial.io\/wp-content\/uploads\/2025\/11\/Customer-voice_Gebr.-Becker-150x150.webp 150w\" sizes=\"(max-width: 501px) 100vw, 501px\" \/>\t\t\t\t\t\t<\/div>\n\t\t\t\t\t\n\t\t\t\t\t\t\t\t\t\t<div class=\"elementor-testimonial-details\">\n\t\t\t\t\t\t\t\t\t\t\t\t\t\t<div class=\"elementor-testimonial-name\">Dr. Martin Ebel<\/div>\n\t\t\t\t\t\t\t\t\t\t\t\t\t\t\t\t\t\t\t\t\t\t<div class=\"elementor-testimonial-job\">Director Business Transformation, Gebr. Becker<\/div>\n\t\t\t\t\t\t\t\t\t\t\t\t\t<\/div>\n\t\t\t\t\t\t\t\t\t<\/div>\n\t\t\t<\/div>\n\t\t\t\t\t<\/div>\n\t\t\t\t\t\t<\/div>\n\t\t\t\t<\/div>\n\t\t\t\t<\/div>\n\t\t\t\t<div class=\"elementor-element elementor-element-3116dd76 elementor-widget elementor-widget-text-editor\" data-id=\"3116dd76\" data-element_type=\"widget\" data-e-type=\"widget\" data-widget_type=\"text-editor.default\">\n\t\t\t\t<div class=\"elementor-widget-container\">\n\t\t\t\t\t\t\t\t\t<p><strong>In practice:<\/strong> Becker originally started thinking about EaaS coming out of a digitization initiative for their vacuum pump components. It quickly became clear: components alone don&#8217;t market well as a service. Becker pivoted the approach and entered EaaS with central systems &#8211; a market new to Becker. There, they found a clear end-customer business with integrated controls and transparent data. The value proposition to the customer: up to 50 percent energy savings versus decentralized vacuum solutions, and without capital investment. Ebel deliberately positions EaaS as the final maturity stage of the service contract &#8211; from purchase to classic maintenance contracts to full service and finally to Vacuum-as-a-Service. Ebel offered one hypothesis for why compressed air moved faster than vacuum: pressure vessels have to be inspected annually, vacuum vessels don&#8217;t. That might explain why service business established itself more strongly in the compressed air market &#8211; it&#8217;s regulatory-driven. A personal anecdote from Ebel: Becker itself sources compressed air through a contracting model for its own factory in Wuppertal. That helped him understand how internal procurement processes work at customers and where the decision lever sits.<\/p>\t\t\t\t\t\t\t\t<\/div>\n\t\t\t\t<\/div>\n\t\t<div class=\"elementor-element elementor-element-d869d93 e-con-full e-flex e-con e-child\" data-id=\"d869d93\" data-element_type=\"container\" data-e-type=\"container\" data-settings=\"{&quot;background_background&quot;:&quot;classic&quot;}\">\n\t\t\t\t<div class=\"elementor-element elementor-element-50a3e48b elementor-widget elementor-widget-heading\" data-id=\"50a3e48b\" data-element_type=\"widget\" data-e-type=\"widget\" data-widget_type=\"heading.default\">\n\t\t\t\t<div class=\"elementor-widget-container\">\n\t\t\t\t\t<div class=\"elementor-heading-title elementor-size-default\">The pattern behind it:<\/div>\t\t\t\t<\/div>\n\t\t\t\t<\/div>\n\t\t\t\t<div class=\"elementor-element elementor-element-4c2d6720 elementor-widget elementor-widget-text-editor\" data-id=\"4c2d6720\" data-element_type=\"widget\" data-e-type=\"widget\" data-widget_type=\"text-editor.default\">\n\t\t\t\t<div class=\"elementor-widget-container\">\n\t\t\t\t\t\t\t\t\t<p>Ebel&#8217;s most important sentence in the roundtable came almost as a side note: &#8220;For any listener, it&#8217;s usually best to start where you don&#8217;t directly disrupt yourself.&#8221; Becker didn&#8217;t try to convert the core pump business to EaaS &#8211; they introduced it via a new market. Wortmann, Gebauer, Lamprecht and Fleisch (2024) describe this strategy as an Adjacency Pattern: manufacturers deliberately choose an adjacent market segment for their EaaS entry rather than their core business, to avoid internal resistance. Most failed EaaS initiatives fail not because of the market but because of exactly this internal resistance. Becker avoided it structurally.<\/p>\t\t\t\t\t\t\t\t<\/div>\n\t\t\t\t<\/div>\n\t\t\t\t<\/div>\n\t\t\t\t<div class=\"elementor-element elementor-element-15993ea0 elementor-widget elementor-widget-heading\" data-id=\"15993ea0\" data-element_type=\"widget\" data-e-type=\"widget\" data-widget_type=\"heading.default\">\n\t\t\t\t<div class=\"elementor-widget-container\">\n\t\t\t\t\t<div class=\"elementor-heading-title elementor-size-default\">Vacuum systems often have customer-specific components. How do you handle that?<\/div>\t\t\t\t<\/div>\n\t\t\t\t<\/div>\n\t\t\t\t<div class=\"elementor-element elementor-element-bc85fd4 elementor-widget elementor-widget-video\" data-id=\"bc85fd4\" data-element_type=\"widget\" data-e-type=\"widget\" data-settings=\"{&quot;video_type&quot;:&quot;hosted&quot;,&quot;controls&quot;:&quot;yes&quot;}\" data-widget_type=\"video.default\">\n\t\t\t\t<div class=\"elementor-widget-container\">\n\t\t\t\t\t\t\t<div class=\"e-hosted-video elementor-wrapper elementor-open-inline\">\n\t\t\t\t\t<video class=\"elementor-video\" src=\"https:\/\/20362822.fs1.hubspotusercontent-eu1.net\/hubfs\/20362822\/Website%20Videos\/Roundtable\/Video%20snippet%2004%20%C2%B7%20Ebel%20Q2%20%C2%B7%20Piping%20as%20rent-to-own.mp4\" controls=\"\" preload=\"metadata\" controlsList=\"nodownload\"><\/video>\n\t\t\t\t<\/div>\n\t\t\t\t\t\t<\/div>\n\t\t\t\t<\/div>\n\t\t<div class=\"elementor-element elementor-element-68bf4fc8 e-con-full e-flex e-con e-child\" data-id=\"68bf4fc8\" data-element_type=\"container\" data-e-type=\"container\">\n\t\t\t\t<div class=\"elementor-element elementor-element-3a2b2c69 elementor-view-default elementor-widget elementor-widget-icon\" data-id=\"3a2b2c69\" data-element_type=\"widget\" data-e-type=\"widget\" data-widget_type=\"icon.default\">\n\t\t\t\t<div class=\"elementor-widget-container\">\n\t\t\t\t\t\t\t<div class=\"elementor-icon-wrapper\">\n\t\t\t<div class=\"elementor-icon\">\n\t\t\t<svg xmlns=\"http:\/\/www.w3.org\/2000\/svg\" id=\"svg1041\" viewBox=\"0 0 682.67 682.67\"><g id=\"g655\"><path d=\"M37.24,589.08c-6.93,0-13.46-2.69-18.41-7.58-5.01-4.96-7.77-11.57-7.77-18.6v-32.73c0-13.32,9.06-24.64,22.02-27.54,14.54-3.26,142.21-33.69,142.21-95.98v-45.12H50.79c-21.91,0-39.73-17.82-39.73-39.73v-188.48c0-21.91,17.82-39.73,39.73-39.73h210.38c21.91,0,39.73,17.82,39.73,39.73v257.21c0,59.7-28.29,115.18-75.67,148.41-46.3,32.47-109.45,49.34-187.71,50.14-.09,0-.19,0-.28,0ZM52.2,540.37v7.2c62.72-2.51,112.93-16.72,149.41-42.31,36.41-25.54,58.15-68.42,58.15-114.73v-255.8H52.2v185.66h124.51c21.91,0,39.73,17.82,39.73,39.73v46.53c0,83.57-115.02,121.39-164.23,133.72ZM261.17,134.73h.02-.02Z\"><\/path><\/g><g id=\"g667\"><path d=\"M407.92,589.08c-6.9,0-13.42-2.68-18.37-7.57-5.02-4.96-7.78-11.57-7.78-18.61v-32.73c0-13.31,9.05-24.63,22.01-27.54,14.55-3.26,142.22-33.68,142.22-95.98v-45.13h-124.51c-21.91,0-39.73-17.82-39.73-39.73v-188.48c0-21.91,17.82-39.73,39.73-39.73h210.38c21.91,0,39.73,17.82,39.73,39.73v51.11c0,11.36-9.21,20.57-20.57,20.57s-20.57-9.21-20.57-20.57v-49.7h-207.56v185.66h124.51c21.91,0,39.73,17.82,39.73,39.73v46.54c0,83.59-115.03,121.39-164.24,133.72v7.19c62.73-2.52,112.94-16.72,149.41-42.31,36.41-25.54,58.15-68.42,58.15-114.73v-110.11c0-11.36,9.21-20.57,20.57-20.57s20.57,9.21,20.57,20.57v110.11c0,59.7-28.29,115.18-75.67,148.41-46.29,32.47-109.45,49.34-187.71,50.14-.1,0-.21,0-.31,0ZM407.81,547.94h-.03.03Z\"><\/path><\/g><\/svg>\t\t\t<\/div>\n\t\t<\/div>\n\t\t\t\t\t\t<\/div>\n\t\t\t\t<\/div>\n\t\t\t\t<div class=\"elementor-element elementor-element-30054cfb elementor-widget elementor-widget-testimonial\" data-id=\"30054cfb\" data-element_type=\"widget\" data-e-type=\"widget\" data-widget_type=\"testimonial.default\">\n\t\t\t\t<div class=\"elementor-widget-container\">\n\t\t\t\t\t\t\t<div class=\"elementor-testimonial-wrapper\">\n\t\t\t\t\t\t\t<div class=\"elementor-testimonial-content\">\"For customer-specific piping we found a pragmatic solution. The piping isn't part of the Vacuum-as-a-Service contract, because we can't take it back and reuse it elsewhere - it's designed for exactly this one customer. So it runs as rent-to-own over five years. The customer pays it off in monthly installments and afterwards it belongs to them. The pumps and control systems stay with us, the piping stays with the customer.\"<\/div>\n\t\t\t\n\t\t\t\t\t\t<div class=\"elementor-testimonial-meta elementor-has-image elementor-testimonial-image-position-aside\">\n\t\t\t\t<div class=\"elementor-testimonial-meta-inner\">\n\t\t\t\t\t\t\t\t\t\t\t<div class=\"elementor-testimonial-image\">\n\t\t\t\t\t\t\t<img loading=\"lazy\" decoding=\"async\" width=\"501\" height=\"501\" src=\"https:\/\/findustrial.io\/wp-content\/uploads\/2025\/11\/Customer-voice_Gebr.-Becker.webp\" class=\"attachment-full size-full wp-image-22819\" alt=\"Portrait of Dr. Martin Ebel, Director Business Transformation at Gebr. Becker\" srcset=\"https:\/\/findustrial.io\/wp-content\/uploads\/2025\/11\/Customer-voice_Gebr.-Becker.webp 501w, https:\/\/findustrial.io\/wp-content\/uploads\/2025\/11\/Customer-voice_Gebr.-Becker-300x300.webp 300w, https:\/\/findustrial.io\/wp-content\/uploads\/2025\/11\/Customer-voice_Gebr.-Becker-150x150.webp 150w\" sizes=\"(max-width: 501px) 100vw, 501px\" \/>\t\t\t\t\t\t<\/div>\n\t\t\t\t\t\n\t\t\t\t\t\t\t\t\t\t<div class=\"elementor-testimonial-details\">\n\t\t\t\t\t\t\t\t\t\t\t\t\t\t<div class=\"elementor-testimonial-name\">Dr. Martin Ebel<\/div>\n\t\t\t\t\t\t\t\t\t\t\t\t\t\t\t\t\t\t\t\t\t\t<div class=\"elementor-testimonial-job\">Director Business Transformation, Gebr. Becker<\/div>\n\t\t\t\t\t\t\t\t\t\t\t\t\t<\/div>\n\t\t\t\t\t\t\t\t\t<\/div>\n\t\t\t<\/div>\n\t\t\t\t\t<\/div>\n\t\t\t\t\t\t<\/div>\n\t\t\t\t<\/div>\n\t\t\t\t<\/div>\n\t\t\t\t<div class=\"elementor-element elementor-element-57f02b40 elementor-widget elementor-widget-text-editor\" data-id=\"57f02b40\" data-element_type=\"widget\" data-e-type=\"widget\" data-widget_type=\"text-editor.default\">\n\t\t\t\t<div class=\"elementor-widget-container\">\n\t\t\t\t\t\t\t\t\t<p><strong>In practice:<\/strong> Becker separates two asset classes in the contract. The vacuum pumps stay in Becker&#8217;s ownership, are billed as pure subscription with a monthly fixed rate, and get fully overhauled after 20,000 operating hours. The piping, by contrast, runs as rent-to-own: over the first five years the rates are higher, after that the rate drops and ownership of the piping transfers to the customer. Contract terms: minimum five years, up to fifteen years depending on the overhaul interval. The pilot currently runs exclusively in the DACH region &#8211; international rollout is deferred until they have first scaling experience.<\/p>\t\t\t\t\t\t\t\t<\/div>\n\t\t\t\t<\/div>\n\t\t<div class=\"elementor-element elementor-element-56ea081 e-con-full e-flex e-con e-child\" data-id=\"56ea081\" data-element_type=\"container\" data-e-type=\"container\" data-settings=\"{&quot;background_background&quot;:&quot;classic&quot;}\">\n\t\t\t\t<div class=\"elementor-element elementor-element-5c02be83 elementor-widget elementor-widget-heading\" data-id=\"5c02be83\" data-element_type=\"widget\" data-e-type=\"widget\" data-widget_type=\"heading.default\">\n\t\t\t\t<div class=\"elementor-widget-container\">\n\t\t\t\t\t<div class=\"elementor-heading-title elementor-size-default\">The pattern behind it:<\/div>\t\t\t\t<\/div>\n\t\t\t\t<\/div>\n\t\t\t\t<div class=\"elementor-element elementor-element-1cd8cac7 elementor-widget elementor-widget-text-editor\" data-id=\"1cd8cac7\" data-element_type=\"widget\" data-e-type=\"widget\" data-widget_type=\"text-editor.default\">\n\t\t\t\t<div class=\"elementor-widget-container\">\n\t\t\t\t\t\t\t\t\t<p>Becker&#8217;s rent-to-own solution is a recurring pattern for EaaS models with highly customer-specific components. What can&#8217;t be taken back and reused elsewhere can&#8217;t stay in the provider&#8217;s ownership &#8211; otherwise residual value risk eats the margin. Separating reusable core equipment from customer-financed extensions is one of the key patterns from Wortmann et al. (2024). Becker implemented this practically by running vacuum pumps as subscription and letting piping transfer to the customer via rent-to-own.<\/p>\t\t\t\t\t\t\t\t<\/div>\n\t\t\t\t<\/div>\n\t\t\t\t<\/div>\n\t\t\t\t<\/div>\n\t\t\t\t<div class=\"elementor-element elementor-element-45a439cf elementor-widget-divider--view-line elementor-widget elementor-widget-divider\" data-id=\"45a439cf\" data-element_type=\"widget\" data-e-type=\"widget\" data-widget_type=\"divider.default\">\n\t\t\t\t<div class=\"elementor-widget-container\">\n\t\t\t\t\t\t\t<div class=\"elementor-divider\">\n\t\t\t<span class=\"elementor-divider-separator\">\n\t\t\t\t\t\t<\/span>\n\t\t<\/div>\n\t\t\t\t\t\t<\/div>\n\t\t\t\t<\/div>\n\t\t\t\t<\/div>\n\t\t<div class=\"elementor-element elementor-element-1e5c0f95 e-con-full e-flex e-con e-child\" data-id=\"1e5c0f95\" data-element_type=\"container\" data-e-type=\"container\">\n\t\t\t\t<div class=\"elementor-element elementor-element-2c2ddfe5 elementor-widget elementor-widget-heading\" data-id=\"2c2ddfe5\" data-element_type=\"widget\" data-e-type=\"widget\" data-widget_type=\"heading.default\">\n\t\t\t\t<div class=\"elementor-widget-container\">\n\t\t\t\t\t<div class=\"elementor-heading-title elementor-size-default\">Speaker 03\n<\/div>\t\t\t\t<\/div>\n\t\t\t\t<\/div>\n\t\t\t\t<div class=\"elementor-element elementor-element-b30cad3 elementor-widget elementor-widget-heading\" data-id=\"b30cad3\" data-element_type=\"widget\" data-e-type=\"widget\" data-widget_type=\"heading.default\">\n\t\t\t\t<div class=\"elementor-widget-container\">\n\t\t\t\t\t<h2 class=\"elementor-heading-title elementor-size-default\">Alina B\u00f6sch \u00b7 Lead of Sound as a Service \u00b7 d&amp;b audiotechnik<\/h2>\t\t\t\t<\/div>\n\t\t\t\t<\/div>\n\t\t\t\t<div class=\"elementor-element elementor-element-33663a1 elementor-widget elementor-widget-image\" data-id=\"33663a1\" data-element_type=\"widget\" data-e-type=\"widget\" data-widget_type=\"image.default\">\n\t\t\t\t<div class=\"elementor-widget-container\">\n\t\t\t\t\t\t\t\t\t\t\t\t\t\t\t<img loading=\"lazy\" decoding=\"async\" width=\"300\" height=\"300\" src=\"https:\/\/findustrial.io\/wp-content\/uploads\/2026\/07\/Customer-voice_Gebr.-Becker-Kopie-300x300.webp\" class=\"attachment-medium size-medium wp-image-22894\" alt=\"Alina B\u00f6sch, Lead of Sound-as-a-Service at d&amp;b audiotechnik\" srcset=\"https:\/\/findustrial.io\/wp-content\/uploads\/2026\/07\/Customer-voice_Gebr.-Becker-Kopie-300x300.webp 300w, https:\/\/findustrial.io\/wp-content\/uploads\/2026\/07\/Customer-voice_Gebr.-Becker-Kopie-150x150.webp 150w, https:\/\/findustrial.io\/wp-content\/uploads\/2026\/07\/Customer-voice_Gebr.-Becker-Kopie.webp 501w\" sizes=\"(max-width: 300px) 100vw, 300px\" \/>\t\t\t\t\t\t\t\t\t\t\t\t\t\t\t<\/div>\n\t\t\t\t<\/div>\n\t\t<div class=\"elementor-element elementor-element-bb1b810 e-con-full e-flex e-con e-child\" data-id=\"bb1b810\" data-element_type=\"container\" data-e-type=\"container\">\n\t\t\t\t<div class=\"elementor-element elementor-element-555410d2 elementor-widget elementor-widget-heading\" data-id=\"555410d2\" data-element_type=\"widget\" data-e-type=\"widget\" data-widget_type=\"heading.default\">\n\t\t\t\t<div class=\"elementor-widget-container\">\n\t\t\t\t\t<div class=\"elementor-heading-title elementor-size-default\">Sound-as-a-Service \u00b7 Professional Audio \u00b7 External case study<\/div>\t\t\t\t<\/div>\n\t\t\t\t<\/div>\n\t\t\t\t<div class=\"elementor-element elementor-element-7948472 elementor-widget elementor-widget-text-editor\" data-id=\"7948472\" data-element_type=\"widget\" data-e-type=\"widget\" data-widget_type=\"text-editor.default\">\n\t\t\t\t<div class=\"elementor-widget-container\">\n\t\t\t\t\t\t\t\t\t<p><strong>Alina B\u00f6sch leads the global Sound-as-a-Service business at d&amp;b audiotechnik.<\/strong> Her story shows a point we see repeatedly with EaaS pioneers &#8211; but rarely as clearly articulated. Sound-as-a-Service already existed at d&amp;b in a proto-form, with a few paying customers, but without system. B\u00f6sch took it over and professionalized it. Ad-hoc service turned into a systematic, globally available offering.<\/p>\t\t\t\t\t\t\t\t<\/div>\n\t\t\t\t<\/div>\n\t\t\t\t<div class=\"elementor-element elementor-element-3f5fdd2c elementor-widget elementor-widget-heading\" data-id=\"3f5fdd2c\" data-element_type=\"widget\" data-e-type=\"widget\" data-widget_type=\"heading.default\">\n\t\t\t\t<div class=\"elementor-widget-container\">\n\t\t\t\t\t<div class=\"elementor-heading-title elementor-size-default\">You didn't build Sound-as-a-Service from zero, you professionalized it. What were the milestones?<\/div>\t\t\t\t<\/div>\n\t\t\t\t<\/div>\n\t\t\t\t<div class=\"elementor-element elementor-element-5c25d04a elementor-widget elementor-widget-video\" data-id=\"5c25d04a\" data-element_type=\"widget\" data-e-type=\"widget\" data-settings=\"{&quot;video_type&quot;:&quot;hosted&quot;,&quot;controls&quot;:&quot;yes&quot;}\" data-widget_type=\"video.default\">\n\t\t\t\t<div class=\"elementor-widget-container\">\n\t\t\t\t\t\t\t<div class=\"e-hosted-video elementor-wrapper elementor-open-inline\">\n\t\t\t\t\t<video class=\"elementor-video\" src=\"https:\/\/20362822.fs1.hubspotusercontent-eu1.net\/hubfs\/20362822\/Website%20Videos\/Roundtable\/Video%20snippet%2005%20%C2%B7%20B%C3%B6sch%20Q1%20%C2%B7%20Professionalization%20%C2%B7%20RESHOOT.mp4\" controls=\"\" preload=\"metadata\" controlsList=\"nodownload\"><\/video>\n\t\t\t\t<\/div>\n\t\t\t\t\t\t<\/div>\n\t\t\t\t<\/div>\n\t\t<div class=\"elementor-element elementor-element-5d539754 e-con-full e-flex e-con e-child\" data-id=\"5d539754\" data-element_type=\"container\" data-e-type=\"container\">\n\t\t\t\t<div class=\"elementor-element elementor-element-7563a6c7 elementor-view-default elementor-widget elementor-widget-icon\" data-id=\"7563a6c7\" data-element_type=\"widget\" data-e-type=\"widget\" data-widget_type=\"icon.default\">\n\t\t\t\t<div class=\"elementor-widget-container\">\n\t\t\t\t\t\t\t<div class=\"elementor-icon-wrapper\">\n\t\t\t<div class=\"elementor-icon\">\n\t\t\t<svg xmlns=\"http:\/\/www.w3.org\/2000\/svg\" id=\"svg1041\" viewBox=\"0 0 682.67 682.67\"><g id=\"g655\"><path d=\"M37.24,589.08c-6.93,0-13.46-2.69-18.41-7.58-5.01-4.96-7.77-11.57-7.77-18.6v-32.73c0-13.32,9.06-24.64,22.02-27.54,14.54-3.26,142.21-33.69,142.21-95.98v-45.12H50.79c-21.91,0-39.73-17.82-39.73-39.73v-188.48c0-21.91,17.82-39.73,39.73-39.73h210.38c21.91,0,39.73,17.82,39.73,39.73v257.21c0,59.7-28.29,115.18-75.67,148.41-46.3,32.47-109.45,49.34-187.71,50.14-.09,0-.19,0-.28,0ZM52.2,540.37v7.2c62.72-2.51,112.93-16.72,149.41-42.31,36.41-25.54,58.15-68.42,58.15-114.73v-255.8H52.2v185.66h124.51c21.91,0,39.73,17.82,39.73,39.73v46.53c0,83.57-115.02,121.39-164.23,133.72ZM261.17,134.73h.02-.02Z\"><\/path><\/g><g id=\"g667\"><path d=\"M407.92,589.08c-6.9,0-13.42-2.68-18.37-7.57-5.02-4.96-7.78-11.57-7.78-18.61v-32.73c0-13.31,9.05-24.63,22.01-27.54,14.55-3.26,142.22-33.68,142.22-95.98v-45.13h-124.51c-21.91,0-39.73-17.82-39.73-39.73v-188.48c0-21.91,17.82-39.73,39.73-39.73h210.38c21.91,0,39.73,17.82,39.73,39.73v51.11c0,11.36-9.21,20.57-20.57,20.57s-20.57-9.21-20.57-20.57v-49.7h-207.56v185.66h124.51c21.91,0,39.73,17.82,39.73,39.73v46.54c0,83.59-115.03,121.39-164.24,133.72v7.19c62.73-2.52,112.94-16.72,149.41-42.31,36.41-25.54,58.15-68.42,58.15-114.73v-110.11c0-11.36,9.21-20.57,20.57-20.57s20.57,9.21,20.57,20.57v110.11c0,59.7-28.29,115.18-75.67,148.41-46.29,32.47-109.45,49.34-187.71,50.14-.1,0-.21,0-.31,0ZM407.81,547.94h-.03.03Z\"><\/path><\/g><\/svg>\t\t\t<\/div>\n\t\t<\/div>\n\t\t\t\t\t\t<\/div>\n\t\t\t\t<\/div>\n\t\t\t\t<div class=\"elementor-element elementor-element-2e3b9b98 elementor-widget elementor-widget-testimonial\" data-id=\"2e3b9b98\" data-element_type=\"widget\" data-e-type=\"widget\" data-widget_type=\"testimonial.default\">\n\t\t\t\t<div class=\"elementor-widget-container\">\n\t\t\t\t\t\t\t<div class=\"elementor-testimonial-wrapper\">\n\t\t\t\t\t\t\t<div class=\"elementor-testimonial-content\">\"At the beginning there was resistance inside our own company. A colleague came to me very directly and said he'd never sell this. Earlier this year, he brought in the first deal. I have to admit, that made me very proud. It played out similarly with our partners - it wasn't a company or a big campaign, it was individual people who understood what the model meant for them.\"<\/div>\n\t\t\t\n\t\t\t\t\t\t<div class=\"elementor-testimonial-meta elementor-has-image elementor-testimonial-image-position-aside\">\n\t\t\t\t<div class=\"elementor-testimonial-meta-inner\">\n\t\t\t\t\t\t\t\t\t\t\t<div class=\"elementor-testimonial-image\">\n\t\t\t\t\t\t\t<img loading=\"lazy\" decoding=\"async\" width=\"501\" height=\"501\" src=\"https:\/\/findustrial.io\/wp-content\/uploads\/2026\/07\/Customer-voice_Gebr.-Becker-Kopie.webp\" class=\"attachment-full size-full wp-image-22894\" alt=\"Alina B\u00f6sch, Lead of Sound-as-a-Service at d&amp;b audiotechnik\" srcset=\"https:\/\/findustrial.io\/wp-content\/uploads\/2026\/07\/Customer-voice_Gebr.-Becker-Kopie.webp 501w, https:\/\/findustrial.io\/wp-content\/uploads\/2026\/07\/Customer-voice_Gebr.-Becker-Kopie-300x300.webp 300w, https:\/\/findustrial.io\/wp-content\/uploads\/2026\/07\/Customer-voice_Gebr.-Becker-Kopie-150x150.webp 150w\" sizes=\"(max-width: 501px) 100vw, 501px\" \/>\t\t\t\t\t\t<\/div>\n\t\t\t\t\t\n\t\t\t\t\t\t\t\t\t\t<div class=\"elementor-testimonial-details\">\n\t\t\t\t\t\t\t\t\t\t\t\t\t\t<div class=\"elementor-testimonial-name\">Alina B\u00f6sch<\/div>\n\t\t\t\t\t\t\t\t\t\t\t\t\t\t\t\t\t\t\t\t\t\t<div class=\"elementor-testimonial-job\">Lead of Sound as a Service, d&amp;b audiotechnik<\/div>\n\t\t\t\t\t\t\t\t\t\t\t\t\t<\/div>\n\t\t\t\t\t\t\t\t\t<\/div>\n\t\t\t<\/div>\n\t\t\t\t\t<\/div>\n\t\t\t\t\t\t<\/div>\n\t\t\t\t<\/div>\n\t\t\t\t<\/div>\n\t\t\t\t<div class=\"elementor-element elementor-element-d77cfe4 elementor-widget elementor-widget-text-editor\" data-id=\"d77cfe4\" data-element_type=\"widget\" data-e-type=\"widget\" data-widget_type=\"text-editor.default\">\n\t\t\t\t<div class=\"elementor-widget-container\">\n\t\t\t\t\t\t\t\t\t<p><strong>In practice:<\/strong> B\u00f6sch structures the milestones in two categories. <strong>External milestones:<\/strong> EMEA contract structure finalized, then rollout in the US, Canada, Singapore and Japan. The key proof for her: the model works outside the home market too. <strong>Internal milestones:<\/strong> in the beginning, processes weren&#8217;t developed, internal communication was in its infancy. Over four years, digitization steps were built up &#8211; automated invoicing, automated credit checks, service reminders to partners, remote monitoring. What was a high-explanation product turned into a scalable structure.<\/p>\t\t\t\t\t\t\t\t<\/div>\n\t\t\t\t<\/div>\n\t\t<div class=\"elementor-element elementor-element-521c949b e-con-full e-flex e-con e-child\" data-id=\"521c949b\" data-element_type=\"container\" data-e-type=\"container\" data-settings=\"{&quot;background_background&quot;:&quot;classic&quot;}\">\n\t\t\t\t<div class=\"elementor-element elementor-element-1794a035 elementor-widget elementor-widget-heading\" data-id=\"1794a035\" data-element_type=\"widget\" data-e-type=\"widget\" data-widget_type=\"heading.default\">\n\t\t\t\t<div class=\"elementor-widget-container\">\n\t\t\t\t\t<div class=\"elementor-heading-title elementor-size-default\">The pattern behind it:<\/div>\t\t\t\t<\/div>\n\t\t\t\t<\/div>\n\t\t\t\t<div class=\"elementor-element elementor-element-f9480da elementor-widget elementor-widget-text-editor\" data-id=\"f9480da\" data-element_type=\"widget\" data-e-type=\"widget\" data-widget_type=\"text-editor.default\">\n\t\t\t\t<div class=\"elementor-widget-container\">\n\t\t\t\t\t\t\t\t\t<p>Across seventy-plus EaaS projects, we see this pattern repeat: internal resistance is usually the first convert. The colleague who says loudest &#8220;this will never work&#8221; is often the one who brings in the first deal &#8211; provided they&#8217;re not ignored but actively brought along. The professionalization phase is the most underestimated in EaaS development. It&#8217;s not the first model that decides, it&#8217;s the tenth similar one. Anyone still doing everything individually with the first customer doesn&#8217;t have a business model yet &#8211; they have a project. B\u00f6sch&#8217;s story shows what sits between these two worlds: patient conviction work inside the company and with the partner network, plus the consistent digitization of recurring processes.<\/p>\t\t\t\t\t\t\t\t<\/div>\n\t\t\t\t<\/div>\n\t\t\t\t<\/div>\n\t\t\t\t<div class=\"elementor-element elementor-element-6e316cfc elementor-widget elementor-widget-heading\" data-id=\"6e316cfc\" data-element_type=\"widget\" data-e-type=\"widget\" data-widget_type=\"heading.default\">\n\t\t\t\t<div class=\"elementor-widget-container\">\n\t\t\t\t\t<div class=\"elementor-heading-title elementor-size-default\">Sound-as-a-Service runs entirely through partners. How does that work contractually?<\/div>\t\t\t\t<\/div>\n\t\t\t\t<\/div>\n\t\t\t\t<div class=\"elementor-element elementor-element-6c031149 elementor-widget elementor-widget-video\" data-id=\"6c031149\" data-element_type=\"widget\" data-e-type=\"widget\" data-settings=\"{&quot;video_type&quot;:&quot;hosted&quot;,&quot;controls&quot;:&quot;yes&quot;}\" data-widget_type=\"video.default\">\n\t\t\t\t<div class=\"elementor-widget-container\">\n\t\t\t\t\t\t\t<div class=\"e-hosted-video elementor-wrapper elementor-open-inline\">\n\t\t\t\t\t<video class=\"elementor-video\" src=\"https:\/\/20362822.fs1.hubspotusercontent-eu1.net\/hubfs\/20362822\/Website%20Videos\/Roundtable\/Video%20snippet%2006%20%C2%B7%20B%C3%B6sch%20Q2%20%C2%B7%20Triangular%20contract%20structure.mp4\" controls=\"\" preload=\"metadata\" controlsList=\"nodownload\"><\/video>\n\t\t\t\t<\/div>\n\t\t\t\t\t\t<\/div>\n\t\t\t\t<\/div>\n\t\t<div class=\"elementor-element elementor-element-3c81e22a e-con-full e-flex e-con e-child\" data-id=\"3c81e22a\" data-element_type=\"container\" data-e-type=\"container\">\n\t\t\t\t<div class=\"elementor-element elementor-element-2207c96 elementor-view-default elementor-widget elementor-widget-icon\" data-id=\"2207c96\" data-element_type=\"widget\" data-e-type=\"widget\" data-widget_type=\"icon.default\">\n\t\t\t\t<div class=\"elementor-widget-container\">\n\t\t\t\t\t\t\t<div class=\"elementor-icon-wrapper\">\n\t\t\t<div class=\"elementor-icon\">\n\t\t\t<svg xmlns=\"http:\/\/www.w3.org\/2000\/svg\" id=\"svg1041\" viewBox=\"0 0 682.67 682.67\"><g id=\"g655\"><path d=\"M37.24,589.08c-6.93,0-13.46-2.69-18.41-7.58-5.01-4.96-7.77-11.57-7.77-18.6v-32.73c0-13.32,9.06-24.64,22.02-27.54,14.54-3.26,142.21-33.69,142.21-95.98v-45.12H50.79c-21.91,0-39.73-17.82-39.73-39.73v-188.48c0-21.91,17.82-39.73,39.73-39.73h210.38c21.91,0,39.73,17.82,39.73,39.73v257.21c0,59.7-28.29,115.18-75.67,148.41-46.3,32.47-109.45,49.34-187.71,50.14-.09,0-.19,0-.28,0ZM52.2,540.37v7.2c62.72-2.51,112.93-16.72,149.41-42.31,36.41-25.54,58.15-68.42,58.15-114.73v-255.8H52.2v185.66h124.51c21.91,0,39.73,17.82,39.73,39.73v46.53c0,83.57-115.02,121.39-164.23,133.72ZM261.17,134.73h.02-.02Z\"><\/path><\/g><g id=\"g667\"><path d=\"M407.92,589.08c-6.9,0-13.42-2.68-18.37-7.57-5.02-4.96-7.78-11.57-7.78-18.61v-32.73c0-13.31,9.05-24.63,22.01-27.54,14.55-3.26,142.22-33.68,142.22-95.98v-45.13h-124.51c-21.91,0-39.73-17.82-39.73-39.73v-188.48c0-21.91,17.82-39.73,39.73-39.73h210.38c21.91,0,39.73,17.82,39.73,39.73v51.11c0,11.36-9.21,20.57-20.57,20.57s-20.57-9.21-20.57-20.57v-49.7h-207.56v185.66h124.51c21.91,0,39.73,17.82,39.73,39.73v46.54c0,83.59-115.03,121.39-164.24,133.72v7.19c62.73-2.52,112.94-16.72,149.41-42.31,36.41-25.54,58.15-68.42,58.15-114.73v-110.11c0-11.36,9.21-20.57,20.57-20.57s20.57,9.21,20.57,20.57v110.11c0,59.7-28.29,115.18-75.67,148.41-46.29,32.47-109.45,49.34-187.71,50.14-.1,0-.21,0-.31,0ZM407.81,547.94h-.03.03Z\"><\/path><\/g><\/svg>\t\t\t<\/div>\n\t\t<\/div>\n\t\t\t\t\t\t<\/div>\n\t\t\t\t<\/div>\n\t\t\t\t<div class=\"elementor-element elementor-element-10f06e4 elementor-widget elementor-widget-testimonial\" data-id=\"10f06e4\" data-element_type=\"widget\" data-e-type=\"widget\" data-widget_type=\"testimonial.default\">\n\t\t\t\t<div class=\"elementor-widget-container\">\n\t\t\t\t\t\t\t<div class=\"elementor-testimonial-wrapper\">\n\t\t\t\t\t\t\t<div class=\"elementor-testimonial-content\">\"Only d&amp;b holds the customer contract. It's essentially a triangular contract structure: d&amp;b signs a contract with the service partner and one with the customer. There's no direct contractual agreement between the service partner and the customer.\"<\/div>\n\t\t\t\n\t\t\t\t\t\t<div class=\"elementor-testimonial-meta elementor-has-image elementor-testimonial-image-position-aside\">\n\t\t\t\t<div class=\"elementor-testimonial-meta-inner\">\n\t\t\t\t\t\t\t\t\t\t\t<div class=\"elementor-testimonial-image\">\n\t\t\t\t\t\t\t<img loading=\"lazy\" decoding=\"async\" width=\"501\" height=\"501\" src=\"https:\/\/findustrial.io\/wp-content\/uploads\/2026\/07\/Customer-voice_Gebr.-Becker-Kopie.webp\" class=\"attachment-full size-full wp-image-22894\" alt=\"Alina B\u00f6sch, Lead of Sound-as-a-Service at d&amp;b audiotechnik\" srcset=\"https:\/\/findustrial.io\/wp-content\/uploads\/2026\/07\/Customer-voice_Gebr.-Becker-Kopie.webp 501w, https:\/\/findustrial.io\/wp-content\/uploads\/2026\/07\/Customer-voice_Gebr.-Becker-Kopie-300x300.webp 300w, https:\/\/findustrial.io\/wp-content\/uploads\/2026\/07\/Customer-voice_Gebr.-Becker-Kopie-150x150.webp 150w\" sizes=\"(max-width: 501px) 100vw, 501px\" \/>\t\t\t\t\t\t<\/div>\n\t\t\t\t\t\n\t\t\t\t\t\t\t\t\t\t<div class=\"elementor-testimonial-details\">\n\t\t\t\t\t\t\t\t\t\t\t\t\t\t<div class=\"elementor-testimonial-name\">Alina B\u00f6sch<\/div>\n\t\t\t\t\t\t\t\t\t\t\t\t\t\t\t\t\t\t\t\t\t\t<div class=\"elementor-testimonial-job\">Lead of Sound as a Service, d&amp;b audiotechnik<\/div>\n\t\t\t\t\t\t\t\t\t\t\t\t\t<\/div>\n\t\t\t\t\t\t\t\t\t<\/div>\n\t\t\t<\/div>\n\t\t\t\t\t<\/div>\n\t\t\t\t\t\t<\/div>\n\t\t\t\t<\/div>\n\t\t\t\t<\/div>\n\t\t\t\t<div class=\"elementor-element elementor-element-6e0360fa elementor-widget elementor-widget-text-editor\" data-id=\"6e0360fa\" data-element_type=\"widget\" data-e-type=\"widget\" data-widget_type=\"text-editor.default\">\n\t\t\t\t<div class=\"elementor-widget-container\">\n\t\t\t\t\t\t\t\t\t<p><strong>In practice:<\/strong> d&amp;b operates exclusively through a partner network &#8211; no direct sales. In the contract structure, the partner is formally a &#8220;service execution partner&#8221; but carries the actual service responsibility in the field. B\u00f6sch describes scaling as three layers of conviction work: first the internal sales team has to be won, then the partner network, then the end customer. Each layer has its own concerns and needs its own arguments. The central premise for partner incentives from the start: partners must not be worse off than with a classic sale. Beyond that, there&#8217;s an intensification program. Contract terms have evolved: originally two years, today three to four years as standard &#8211; for fixed installations that sometimes stay in use for thirty years. B\u00f6sch has rolled out the model globally: US, Canada, first contacts in Asia.<\/p>\t\t\t\t\t\t\t\t<\/div>\n\t\t\t\t<\/div>\n\t\t<div class=\"elementor-element elementor-element-64aefc05 e-con-full e-flex e-con e-child\" data-id=\"64aefc05\" data-element_type=\"container\" data-e-type=\"container\" data-settings=\"{&quot;background_background&quot;:&quot;classic&quot;}\">\n\t\t\t\t<div class=\"elementor-element elementor-element-da3aff8 elementor-widget elementor-widget-heading\" data-id=\"da3aff8\" data-element_type=\"widget\" data-e-type=\"widget\" data-widget_type=\"heading.default\">\n\t\t\t\t<div class=\"elementor-widget-container\">\n\t\t\t\t\t<div class=\"elementor-heading-title elementor-size-default\">The pattern behind it:<\/div>\t\t\t\t<\/div>\n\t\t\t\t<\/div>\n\t\t\t\t<div class=\"elementor-element elementor-element-63d96d76 elementor-widget elementor-widget-text-editor\" data-id=\"63d96d76\" data-element_type=\"widget\" data-e-type=\"widget\" data-widget_type=\"text-editor.default\">\n\t\t\t\t<div class=\"elementor-widget-container\">\n\t\t\t\t\t\t\t\t\t<p>The triangular contract structure appears twice in the roundtable &#8211; at d&amp;b and at Lindner. Both chose the same logic: only the manufacturer has the contract with the end customer, the partner acts as a formal service execution partner. In the research by Wortmann et al. (2024), this is described as a triadic business model &#8211; one of the recurring patterns for EaaS providers that scale through a partner network. It protects the customer relationship while still enabling service delivery in the field. Becker doesn&#8217;t go this route (yet) because they&#8217;re working directly with end customers in the DACH pilot. Anyone wanting to internationalize EaaS through partners will have a hard time avoiding this contract architecture.<\/p>\t\t\t\t\t\t\t\t<\/div>\n\t\t\t\t<\/div>\n\t\t\t\t<\/div>\n\t\t\t\t<\/div>\n\t\t\t\t<div class=\"elementor-element elementor-element-291f7225 elementor-widget-divider--view-line elementor-widget elementor-widget-divider\" data-id=\"291f7225\" data-element_type=\"widget\" data-e-type=\"widget\" data-widget_type=\"divider.default\">\n\t\t\t\t<div class=\"elementor-widget-container\">\n\t\t\t\t\t\t\t<div class=\"elementor-divider\">\n\t\t\t<span class=\"elementor-divider-separator\">\n\t\t\t\t\t\t<\/span>\n\t\t<\/div>\n\t\t\t\t\t\t<\/div>\n\t\t\t\t<\/div>\n\t\t\t\t<\/div>\n\t\t<div class=\"elementor-element elementor-element-3c2490f9 e-con-full e-flex e-con e-child\" data-id=\"3c2490f9\" data-element_type=\"container\" data-e-type=\"container\">\n\t\t<div class=\"elementor-element elementor-element-7271be60 e-con-full e-flex e-con e-child\" data-id=\"7271be60\" data-element_type=\"container\" data-e-type=\"container\">\n\t\t\t\t<div class=\"elementor-element elementor-element-4838fec8 elementor-widget elementor-widget-heading\" data-id=\"4838fec8\" data-element_type=\"widget\" data-e-type=\"widget\" data-widget_type=\"heading.default\">\n\t\t\t\t<div class=\"elementor-widget-container\">\n\t\t\t\t\t<div class=\"elementor-heading-title elementor-size-default\">Synthesis<\/div>\t\t\t\t<\/div>\n\t\t\t\t<\/div>\n\t\t\t\t<div class=\"elementor-element elementor-element-29a65353 elementor-widget elementor-widget-heading\" data-id=\"29a65353\" data-element_type=\"widget\" data-e-type=\"widget\" data-widget_type=\"heading.default\">\n\t\t\t\t<div class=\"elementor-widget-container\">\n\t\t\t\t\t<h2 class=\"elementor-heading-title elementor-size-default\">What all three have in common<\/h2>\t\t\t\t<\/div>\n\t\t\t\t<\/div>\n\t\t\t\t<div class=\"elementor-element elementor-element-f376f83 elementor-widget elementor-widget-text-editor\" data-id=\"f376f83\" data-element_type=\"widget\" data-e-type=\"widget\" data-widget_type=\"text-editor.default\">\n\t\t\t\t<div class=\"elementor-widget-container\">\n\t\t\t\t\t\t\t\t\t<p>Three manufacturers, three industries, three As-a-Service models. Plus G\u00fcnter&#8217;s framework from over seventy EaaS projects. The easy answer would be: &#8220;every case is different.&#8221; But that&#8217;s not true. <strong>There are patterns that show up in all three stories.<\/strong><\/p>\t\t\t\t\t\t\t\t<\/div>\n\t\t\t\t<\/div>\n\t\t\t\t<div class=\"elementor-element elementor-element-7548af57 elementor-position-inline-start elementor-view-default elementor-mobile-position-block-start elementor-widget elementor-widget-icon-box\" data-id=\"7548af57\" data-element_type=\"widget\" data-e-type=\"widget\" data-widget_type=\"icon-box.default\">\n\t\t\t\t<div class=\"elementor-widget-container\">\n\t\t\t\t\t\t\t<div class=\"elementor-icon-box-wrapper\">\n\n\t\t\t\t\t\t<div class=\"elementor-icon-box-icon\">\n\t\t\t\t<span  class=\"elementor-icon\">\n\t\t\t\t<svg xmlns=\"http:\/\/www.w3.org\/2000\/svg\" id=\"svg1041\" viewBox=\"0 0 682.67 682.67\"><path d=\"M341.33,65.14c-152.54,0-276.19,123.66-276.19,276.19s123.66,276.19,276.19,276.19,276.19-123.66,276.19-276.19S493.87,65.14,341.33,65.14ZM386.25,483.07h-65.45v-228.23h-40.38v-55.25h105.83v283.48Z\"><\/path><\/svg>\t\t\t\t<\/span>\n\t\t\t<\/div>\n\t\t\t\n\t\t\t\t\t\t<div class=\"elementor-icon-box-content\">\n\n\t\t\t\t\t\t\t\t\t<h3 class=\"elementor-icon-box-title\">\n\t\t\t\t\t\t<span  >\n\t\t\t\t\t\t\tPattern transfer, not invention\t\t\t\t\t\t<\/span>\n\t\t\t\t\t<\/h3>\n\t\t\t\t\n\t\t\t\t\t\t\t\t\t<p class=\"elementor-icon-box-description\">\n\t\t\t\t\t\tNone of the three invented their EaaS model from scratch. Holder brings print\/packaging experience into recycling. Ebel adapts what compressed air has done for years into vacuum. B\u00f6sch builds on an existing proto-form at d&amp;b. Successful EaaS models emerge through transfer, not invention. That aligns with the academic observation: the 66 patterns from research by Wortmann et al. (2024) are exactly that - recurring, transferable building blocks.\t\t\t\t\t<\/p>\n\t\t\t\t\n\t\t\t<\/div>\n\t\t\t\n\t\t<\/div>\n\t\t\t\t\t\t<\/div>\n\t\t\t\t<\/div>\n\t\t\t\t<div class=\"elementor-element elementor-element-3e77f9fa elementor-position-inline-start elementor-view-default elementor-mobile-position-block-start elementor-widget elementor-widget-icon-box\" data-id=\"3e77f9fa\" data-element_type=\"widget\" data-e-type=\"widget\" data-widget_type=\"icon-box.default\">\n\t\t\t\t<div class=\"elementor-widget-container\">\n\t\t\t\t\t\t\t<div class=\"elementor-icon-box-wrapper\">\n\n\t\t\t\t\t\t<div class=\"elementor-icon-box-icon\">\n\t\t\t\t<span  class=\"elementor-icon\">\n\t\t\t\t<svg xmlns=\"http:\/\/www.w3.org\/2000\/svg\" id=\"svg1041\" viewBox=\"0 0 682.67 682.67\"><path d=\"M341.33,65.14c-152.54,0-276.19,123.66-276.19,276.19s123.66,276.19,276.19,276.19,276.19-123.66,276.19-276.19S493.87,65.14,341.33,65.14ZM439.71,486.26h-216.75l85-92.65c14.88-16.58,37.4-44.2,46.32-57.8,6.38-10.2,17-28.48,17-48.03,0-10.62-4.25-21.67-11.05-28.05-5.53-5.1-14.88-8.08-25.93-8.08-12.33,0-20.4,4.25-25.93,10.2-7.65,8.5-11.9,23.8-11.9,34.85h-65.45c2.12-24.65,11.9-52.7,29.33-70.98,13.6-14.45,37.83-29.33,78.2-29.33s63.33,17,73.53,26.78c15.3,15.3,26.35,38.68,26.35,68,0,25.08-7.65,43.35-21.25,62.48-12.32,17-27.2,31.45-45.47,48.88l-29.75,28.48h97.75v55.25Z\"><\/path><\/svg>\t\t\t\t<\/span>\n\t\t\t<\/div>\n\t\t\t\n\t\t\t\t\t\t<div class=\"elementor-icon-box-content\">\n\n\t\t\t\t\t\t\t\t\t<h3 class=\"elementor-icon-box-title\">\n\t\t\t\t\t\t<span  >\n\t\t\t\t\t\t\tThree-model portfolio, not replacement\t\t\t\t\t\t<\/span>\n\t\t\t\t\t<\/h3>\n\t\t\t\t\n\t\t\t\t\t\t\t\t\t<p class=\"elementor-icon-box-description\">\n\t\t\t\t\t\tNone of the three shut down the traditional business. Lindner runs purchase, leasing and Performance-as-a-Service side by side. Becker offers equipment for purchase, with a full service contract, or as Vacuum-as-a-Service. d&amp;b sells speakers and Sound-as-a-Service in parallel. Holder captured the logic in one line during the roundtable: \"the complete bouquet - as long as the customer takes one of them.\" EaaS is an additional portfolio option, not a replacement for something that works. Research knows this as the answer to the Service Paradox - a central observation by Gebauer and colleagues: those who position service models as a replacement for the product business lose sales, CFO and board internally. Those who position service as an additional option win them as allies.\t\t\t\t\t<\/p>\n\t\t\t\t\n\t\t\t<\/div>\n\t\t\t\n\t\t<\/div>\n\t\t\t\t\t\t<\/div>\n\t\t\t\t<\/div>\n\t\t\t\t<div class=\"elementor-element elementor-element-68f2fbba elementor-position-inline-start elementor-view-default elementor-mobile-position-block-start elementor-widget elementor-widget-icon-box\" data-id=\"68f2fbba\" data-element_type=\"widget\" data-e-type=\"widget\" data-widget_type=\"icon-box.default\">\n\t\t\t\t<div class=\"elementor-widget-container\">\n\t\t\t\t\t\t\t<div class=\"elementor-icon-box-wrapper\">\n\n\t\t\t\t\t\t<div class=\"elementor-icon-box-icon\">\n\t\t\t\t<span  class=\"elementor-icon\">\n\t\t\t\t<svg xmlns=\"http:\/\/www.w3.org\/2000\/svg\" id=\"svg1041\" viewBox=\"0 0 682.67 682.67\"><path d=\"M341.33,65.14c-152.54,0-276.19,123.66-276.19,276.19s123.66,276.19,276.19,276.19,276.19-123.66,276.19-276.19S493.87,65.14,341.33,65.14ZM421.66,464.8c-24.23,22.1-51.85,24.65-74.8,24.65-27.62,0-57.8-4.25-82.88-29.33-16.15-16.58-28.47-41.65-31.45-70.12h65.45c.85,11.05,5.95,24.22,13.6,31.88,6.8,6.8,17.85,11.47,31.45,11.47,11.05,0,21.68-3.4,28.48-9.77s11.48-17.43,11.48-28.9-5.53-21.67-12.33-27.2c-10.2-8.08-25.07-8.92-34.85-8.92h-5.1v-45.05h3.82c3.83,0,19.12-.42,28.47-8.08,5.95-5.1,10.63-14.02,10.63-25.5,0-9.78-3.83-17.85-9.35-22.95-5.1-4.67-13.6-8.5-24.22-8.5s-19.98,3.83-25.5,9.35c-5.95,6.38-9.78,17.42-10.2,26.35h-62.9c2.55-23.8,13.18-48.88,28.05-64.18,20.83-21.67,48.45-26.77,71.83-26.77,34.85,0,59.92,10.62,74.38,25.08,11.9,11.47,21.68,30.17,21.68,57.8,0,14.03-2.55,26.35-11.48,38.68-5.95,8.5-13.17,14.02-21.25,17.85,11.9,4.25,24.65,12.33,32.3,22.95,8.5,11.48,13.18,29.33,13.18,44.63,0,21.67-8.5,46.33-28.48,64.6Z\"><\/path><\/svg>\t\t\t\t<\/span>\n\t\t\t<\/div>\n\t\t\t\n\t\t\t\t\t\t<div class=\"elementor-icon-box-content\">\n\n\t\t\t\t\t\t\t\t\t<h3 class=\"elementor-icon-box-title\">\n\t\t\t\t\t\t<span  >\n\t\t\t\t\t\t\tOperational responsibility shifts\t\t\t\t\t\t<\/span>\n\t\t\t\t\t<\/h3>\n\t\t\t\t\n\t\t\t\t\t\t\t\t\t<p class=\"elementor-icon-box-description\">\n\t\t\t\t\t\tIn all three cases, the manufacturer takes on tasks that used to belong to the customer. Guaranteeing availability. Monitoring performance. Reacting before the customer complains. Ebel put it precisely in the roundtable: the jump from reactive to proactive service is the final maturity stage of the service contract. Lindner has its Nexus system with predictive maintenance capabilities. Becker relies on remote monitoring to save site visits. d&amp;b uses a remote monitoring panel across all running systems. This doesn't come on the side. It requires service infrastructure, telemetry, and an operating model that fundamentally differs from a machine builder's. Anyone doing EaaS stays present in the customer's business instead of leaving them at delivery.\t\t\t\t\t<\/p>\n\t\t\t\t\n\t\t\t<\/div>\n\t\t\t\n\t\t<\/div>\n\t\t\t\t\t\t<\/div>\n\t\t\t\t<\/div>\n\t\t\t\t<div class=\"elementor-element elementor-element-1be6ba8 elementor-position-inline-start elementor-view-default elementor-mobile-position-block-start elementor-widget elementor-widget-icon-box\" data-id=\"1be6ba8\" data-element_type=\"widget\" data-e-type=\"widget\" data-widget_type=\"icon-box.default\">\n\t\t\t\t<div class=\"elementor-widget-container\">\n\t\t\t\t\t\t\t<div class=\"elementor-icon-box-wrapper\">\n\n\t\t\t\t\t\t<div class=\"elementor-icon-box-icon\">\n\t\t\t\t<span  class=\"elementor-icon\">\n\t\t\t\t<svg xmlns=\"http:\/\/www.w3.org\/2000\/svg\" id=\"svg1041\" viewBox=\"0 0 682.67 682.67\"><polygon points=\"346.16 377.67 346.16 267.6 276.46 377.67 346.16 377.67\"><\/polygon><path d=\"M341.33,65.14c-152.54,0-276.19,123.66-276.19,276.19s123.66,276.19,276.19,276.19,276.19-123.66,276.19-276.19S493.87,65.14,341.33,65.14ZM443.06,429.52h-34v53.55h-62.9v-53.55h-138.55v-37.4l124.95-192.53h76.5v178.08h34v51.85Z\"><\/path><\/svg>\t\t\t\t<\/span>\n\t\t\t<\/div>\n\t\t\t\n\t\t\t\t\t\t<div class=\"elementor-icon-box-content\">\n\n\t\t\t\t\t\t\t\t\t<h3 class=\"elementor-icon-box-title\">\n\t\t\t\t\t\t<span  >\n\t\t\t\t\t\t\tPricing follows product character\t\t\t\t\t\t<\/span>\n\t\t\t\t\t<\/h3>\n\t\t\t\t\n\t\t\t\t\t\t\t\t\t<p class=\"elementor-icon-box-description\">\n\t\t\t\t\t\tThree manufacturers, three different pricing logics - but no coincidence. Lindner bills by operating hours with a minimum commitment - classic hybrid usage logic because utilization fluctuates with the customer's material stream. Becker runs pure subscription with a monthly fixed rate and operating-hours cap - full supply where consumption patterns are hard for the customer to predict. d&amp;b also runs subscription because usage of their systems in fixed installations is predictable. The underlying pattern: the more volatile the customer's utilization, the more usage-based the pricing. The more predictable the usage, the more subscription-based. Anyone who doesn't align their pricing model with the product's character ends up with either a model that scares the customer or one that eats the provider's margin.\t\t\t\t\t<\/p>\n\t\t\t\t\n\t\t\t<\/div>\n\t\t\t\n\t\t<\/div>\n\t\t\t\t\t\t<\/div>\n\t\t\t\t<\/div>\n\t\t\t\t<div class=\"elementor-element elementor-element-546df88b elementor-widget-divider--view-line elementor-widget elementor-widget-divider\" data-id=\"546df88b\" data-element_type=\"widget\" data-e-type=\"widget\" data-widget_type=\"divider.default\">\n\t\t\t\t<div class=\"elementor-widget-container\">\n\t\t\t\t\t\t\t<div class=\"elementor-divider\">\n\t\t\t<span class=\"elementor-divider-separator\">\n\t\t\t\t\t\t<\/span>\n\t\t<\/div>\n\t\t\t\t\t\t<\/div>\n\t\t\t\t<\/div>\n\t\t\t\t<\/div>\n\t\t<div class=\"elementor-element elementor-element-4b534027 e-con-full e-flex e-con e-child\" data-id=\"4b534027\" data-element_type=\"container\" data-e-type=\"container\">\n\t\t\t\t<div class=\"elementor-element elementor-element-69569ac5 elementor-widget elementor-widget-heading\" data-id=\"69569ac5\" data-element_type=\"widget\" data-e-type=\"widget\" data-widget_type=\"heading.default\">\n\t\t\t\t<div class=\"elementor-widget-container\">\n\t\t\t\t\t<div class=\"elementor-heading-title elementor-size-default\">Speaker 04 \u00b7 Findustrial Framework<\/div>\t\t\t\t<\/div>\n\t\t\t\t<\/div>\n\t\t\t\t<div class=\"elementor-element elementor-element-448887a7 elementor-widget elementor-widget-heading\" data-id=\"448887a7\" data-element_type=\"widget\" data-e-type=\"widget\" data-widget_type=\"heading.default\">\n\t\t\t\t<div class=\"elementor-widget-container\">\n\t\t\t\t\t<h2 class=\"elementor-heading-title elementor-size-default\">G\u00fcnter Hehenfelder \u00b7 What makes a product EaaS-ready?<\/h2>\t\t\t\t<\/div>\n\t\t\t\t<\/div>\n\t\t\t\t<div class=\"elementor-element elementor-element-a497107 elementor-widget elementor-widget-image\" data-id=\"a497107\" data-element_type=\"widget\" data-e-type=\"widget\" data-widget_type=\"image.default\">\n\t\t\t\t<div class=\"elementor-widget-container\">\n\t\t\t\t\t\t\t\t\t\t\t\t\t\t\t<img loading=\"lazy\" decoding=\"async\" width=\"300\" height=\"300\" src=\"https:\/\/findustrial.io\/wp-content\/uploads\/2026\/07\/Findustrial-voice_Gunter-Hehenfelder-300x300.webp\" class=\"attachment-medium size-medium wp-image-22893\" alt=\"G\u00fcnter Hehenfelder, Co-Founder and CEO of Findustrial\" srcset=\"https:\/\/findustrial.io\/wp-content\/uploads\/2026\/07\/Findustrial-voice_Gunter-Hehenfelder-300x300.webp 300w, https:\/\/findustrial.io\/wp-content\/uploads\/2026\/07\/Findustrial-voice_Gunter-Hehenfelder-150x150.webp 150w, https:\/\/findustrial.io\/wp-content\/uploads\/2026\/07\/Findustrial-voice_Gunter-Hehenfelder.webp 501w\" sizes=\"(max-width: 300px) 100vw, 300px\" \/>\t\t\t\t\t\t\t\t\t\t\t\t\t\t\t<\/div>\n\t\t\t\t<\/div>\n\t\t\t\t<div class=\"elementor-element elementor-element-3766e79 elementor-widget elementor-widget-video\" data-id=\"3766e79\" data-element_type=\"widget\" data-e-type=\"widget\" data-settings=\"{&quot;video_type&quot;:&quot;hosted&quot;,&quot;controls&quot;:&quot;yes&quot;}\" data-widget_type=\"video.default\">\n\t\t\t\t<div class=\"elementor-widget-container\">\n\t\t\t\t\t\t\t<div class=\"e-hosted-video elementor-wrapper elementor-open-inline\">\n\t\t\t\t\t<video class=\"elementor-video\" src=\"https:\/\/20362822.fs1.hubspotusercontent-eu1.net\/hubfs\/20362822\/Website%20Videos\/Roundtable\/Video%20snippet%2007%20%C2%B7%20G%C3%BCnter%20%C2%B7%20Four%20characteristics%20for%20EaaS%20readiness.mp4\" controls=\"\" preload=\"metadata\" controlsList=\"nodownload\"><\/video>\n\t\t\t\t<\/div>\n\t\t\t\t\t\t<\/div>\n\t\t\t\t<\/div>\n\t\t\t\t<div class=\"elementor-element elementor-element-6515f008 elementor-widget elementor-widget-text-editor\" data-id=\"6515f008\" data-element_type=\"widget\" data-e-type=\"widget\" data-widget_type=\"text-editor.default\">\n\t\t\t\t<div class=\"elementor-widget-container\">\n\t\t\t\t\t\t\t\t\t<p><strong>G\u00fcnter Hehenfelder is the founder and CEO of Findustrial<\/strong> and has worked on more than seventy EaaS projects with his team. From vacuum to industrial robotics, from recycling to energy. From that range, one question comes up again and again: how do you actually tell whether a product is EaaS-ready? In the roundtable, G\u00fcnter gave a very clear answer &#8211; four characteristics that need to come together.<\/p>\t\t\t\t\t\t\t\t<\/div>\n\t\t\t\t<\/div>\n\t\t\t\t<div class=\"elementor-element elementor-element-42f65a1 elementor-widget elementor-widget-testimonial\" data-id=\"42f65a1\" data-element_type=\"widget\" data-e-type=\"widget\" data-widget_type=\"testimonial.default\">\n\t\t\t\t<div class=\"elementor-widget-container\">\n\t\t\t\t\t\t\t<div class=\"elementor-testimonial-wrapper\">\n\t\t\t\t\t\t\t<div class=\"elementor-testimonial-content\">\"It\u2019s less a question of the industry or the customer segment, and more a question of the product\u2019s characteristics. In the models we\u2019ve worked on that work in the market, a similar combination shows up again and again.\"<\/div>\n\t\t\t\n\t\t\t\t\t\t<div class=\"elementor-testimonial-meta elementor-has-image elementor-testimonial-image-position-aside\">\n\t\t\t\t<div class=\"elementor-testimonial-meta-inner\">\n\t\t\t\t\t\t\t\t\t\t\t<div class=\"elementor-testimonial-image\">\n\t\t\t\t\t\t\t<img loading=\"lazy\" decoding=\"async\" width=\"501\" height=\"501\" src=\"https:\/\/findustrial.io\/wp-content\/uploads\/2026\/07\/Findustrial-voice_Gunter-Hehenfelder.webp\" class=\"attachment-full size-full wp-image-22893\" alt=\"G\u00fcnter Hehenfelder, Co-Founder and CEO of Findustrial\" srcset=\"https:\/\/findustrial.io\/wp-content\/uploads\/2026\/07\/Findustrial-voice_Gunter-Hehenfelder.webp 501w, https:\/\/findustrial.io\/wp-content\/uploads\/2026\/07\/Findustrial-voice_Gunter-Hehenfelder-300x300.webp 300w, https:\/\/findustrial.io\/wp-content\/uploads\/2026\/07\/Findustrial-voice_Gunter-Hehenfelder-150x150.webp 150w\" sizes=\"(max-width: 501px) 100vw, 501px\" \/>\t\t\t\t\t\t<\/div>\n\t\t\t\t\t\n\t\t\t\t\t\t\t\t\t\t<div class=\"elementor-testimonial-details\">\n\t\t\t\t\t\t\t\t\t\t\t\t\t\t\t\t\t\t\t\t<div class=\"elementor-testimonial-job\">- G\u00fcnter Hehenfelder, Findustrial<\/div>\n\t\t\t\t\t\t\t\t\t\t\t\t\t<\/div>\n\t\t\t\t\t\t\t\t\t<\/div>\n\t\t\t<\/div>\n\t\t\t\t\t<\/div>\n\t\t\t\t\t\t<\/div>\n\t\t\t\t<\/div>\n\t\t\t\t<div class=\"elementor-element elementor-element-2eead15 elementor-widget elementor-widget-text-editor\" data-id=\"2eead15\" data-element_type=\"widget\" data-e-type=\"widget\" data-widget_type=\"text-editor.default\">\n\t\t\t\t<div class=\"elementor-widget-container\">\n\t\t\t\t\t\t\t\t\t<p><strong>In practice:<\/strong> G\u00fcnter names four characteristics that come together in working EaaS models:<\/p>\t\t\t\t\t\t\t\t<\/div>\n\t\t\t\t<\/div>\n\t\t\t\t<div class=\"elementor-element elementor-element-dd15307 elementor-position-inline-start elementor-view-default elementor-mobile-position-block-start elementor-widget elementor-widget-icon-box\" data-id=\"dd15307\" data-element_type=\"widget\" data-e-type=\"widget\" data-widget_type=\"icon-box.default\">\n\t\t\t\t<div class=\"elementor-widget-container\">\n\t\t\t\t\t\t\t<div class=\"elementor-icon-box-wrapper\">\n\n\t\t\t\t\t\t<div class=\"elementor-icon-box-icon\">\n\t\t\t\t<span  class=\"elementor-icon\">\n\t\t\t\t<svg xmlns=\"http:\/\/www.w3.org\/2000\/svg\" id=\"svg1041\" viewBox=\"0 0 682.67 682.67\"><path d=\"M341.33,65.14c-152.54,0-276.19,123.66-276.19,276.19s123.66,276.19,276.19,276.19,276.19-123.66,276.19-276.19S493.87,65.14,341.33,65.14ZM386.25,483.07h-65.45v-228.23h-40.38v-55.25h105.83v283.48Z\"><\/path><\/svg>\t\t\t\t<\/span>\n\t\t\t<\/div>\n\t\t\t\n\t\t\t\t\t\t<div class=\"elementor-icon-box-content\">\n\n\t\t\t\t\t\t\t\t\t<h3 class=\"elementor-icon-box-title\">\n\t\t\t\t\t\t<span  >\n\t\t\t\t\t\t\tMeaningful investment hurdle\t\t\t\t\t\t<\/span>\n\t\t\t\t\t<\/h3>\n\t\t\t\t\n\t\t\t\t\t\t\t\t\t<p class=\"elementor-icon-box-description\">\n\t\t\t\t\t\tThe investment has to be big enough that it becomes an approval or budget topic at the customer. Especially in times of tight investment budgets or capex freezes, the usage-based model often becomes the only chance to get a decision in the market at all.\t\t\t\t\t<\/p>\n\t\t\t\t\n\t\t\t<\/div>\n\t\t\t\n\t\t<\/div>\n\t\t\t\t\t\t<\/div>\n\t\t\t\t<\/div>\n\t\t\t\t<div class=\"elementor-element elementor-element-8550d91 elementor-position-inline-start elementor-view-default elementor-mobile-position-block-start elementor-widget elementor-widget-icon-box\" data-id=\"8550d91\" data-element_type=\"widget\" data-e-type=\"widget\" data-widget_type=\"icon-box.default\">\n\t\t\t\t<div class=\"elementor-widget-container\">\n\t\t\t\t\t\t\t<div class=\"elementor-icon-box-wrapper\">\n\n\t\t\t\t\t\t<div class=\"elementor-icon-box-icon\">\n\t\t\t\t<span  class=\"elementor-icon\">\n\t\t\t\t<svg xmlns=\"http:\/\/www.w3.org\/2000\/svg\" id=\"svg1041\" viewBox=\"0 0 682.67 682.67\"><path d=\"M341.33,65.14c-152.54,0-276.19,123.66-276.19,276.19s123.66,276.19,276.19,276.19,276.19-123.66,276.19-276.19S493.87,65.14,341.33,65.14ZM439.71,486.26h-216.75l85-92.65c14.88-16.58,37.4-44.2,46.32-57.8,6.38-10.2,17-28.48,17-48.03,0-10.62-4.25-21.67-11.05-28.05-5.53-5.1-14.88-8.08-25.93-8.08-12.33,0-20.4,4.25-25.93,10.2-7.65,8.5-11.9,23.8-11.9,34.85h-65.45c2.12-24.65,11.9-52.7,29.33-70.98,13.6-14.45,37.83-29.33,78.2-29.33s63.33,17,73.53,26.78c15.3,15.3,26.35,38.68,26.35,68,0,25.08-7.65,43.35-21.25,62.48-12.32,17-27.2,31.45-45.47,48.88l-29.75,28.48h97.75v55.25Z\"><\/path><\/svg>\t\t\t\t<\/span>\n\t\t\t<\/div>\n\t\t\t\n\t\t\t\t\t\t<div class=\"elementor-icon-box-content\">\n\n\t\t\t\t\t\t\t\t\t<h3 class=\"elementor-icon-box-title\">\n\t\t\t\t\t\t<span  >\n\t\t\t\t\t\t\tMeasurable, immediately understandable customer value\t\t\t\t\t\t<\/span>\n\t\t\t\t\t<\/h3>\n\t\t\t\t\n\t\t\t\t\t\t\t\t\t<p class=\"elementor-icon-box-description\">\n\t\t\t\t\t\tThe kilowatt-hour from your own PV system that costs less than grid power. The robot-hour that\u2019s significantly cheaper than the labor hour. When the benefit is that direct, the model almost sells itself - instead of long payback calculations that have to run through approval loops.\t\t\t\t\t<\/p>\n\t\t\t\t\n\t\t\t<\/div>\n\t\t\t\n\t\t<\/div>\n\t\t\t\t\t\t<\/div>\n\t\t\t\t<\/div>\n\t\t\t\t<div class=\"elementor-element elementor-element-729a3ba elementor-position-inline-start elementor-view-default elementor-mobile-position-block-start elementor-widget elementor-widget-icon-box\" data-id=\"729a3ba\" data-element_type=\"widget\" data-e-type=\"widget\" data-widget_type=\"icon-box.default\">\n\t\t\t\t<div class=\"elementor-widget-container\">\n\t\t\t\t\t\t\t<div class=\"elementor-icon-box-wrapper\">\n\n\t\t\t\t\t\t<div class=\"elementor-icon-box-icon\">\n\t\t\t\t<span  class=\"elementor-icon\">\n\t\t\t\t<svg xmlns=\"http:\/\/www.w3.org\/2000\/svg\" id=\"svg1041\" viewBox=\"0 0 682.67 682.67\"><path d=\"M341.33,65.14c-152.54,0-276.19,123.66-276.19,276.19s123.66,276.19,276.19,276.19,276.19-123.66,276.19-276.19S493.87,65.14,341.33,65.14ZM421.66,464.8c-24.23,22.1-51.85,24.65-74.8,24.65-27.62,0-57.8-4.25-82.88-29.33-16.15-16.58-28.47-41.65-31.45-70.12h65.45c.85,11.05,5.95,24.22,13.6,31.88,6.8,6.8,17.85,11.47,31.45,11.47,11.05,0,21.68-3.4,28.48-9.77s11.48-17.43,11.48-28.9-5.53-21.67-12.33-27.2c-10.2-8.08-25.07-8.92-34.85-8.92h-5.1v-45.05h3.82c3.83,0,19.12-.42,28.47-8.08,5.95-5.1,10.63-14.02,10.63-25.5,0-9.78-3.83-17.85-9.35-22.95-5.1-4.67-13.6-8.5-24.22-8.5s-19.98,3.83-25.5,9.35c-5.95,6.38-9.78,17.42-10.2,26.35h-62.9c2.55-23.8,13.18-48.88,28.05-64.18,20.83-21.67,48.45-26.77,71.83-26.77,34.85,0,59.92,10.62,74.38,25.08,11.9,11.47,21.68,30.17,21.68,57.8,0,14.03-2.55,26.35-11.48,38.68-5.95,8.5-13.17,14.02-21.25,17.85,11.9,4.25,24.65,12.33,32.3,22.95,8.5,11.48,13.18,29.33,13.18,44.63,0,21.67-8.5,46.33-28.48,64.6Z\"><\/path><\/svg>\t\t\t\t<\/span>\n\t\t\t<\/div>\n\t\t\t\n\t\t\t\t\t\t<div class=\"elementor-icon-box-content\">\n\n\t\t\t\t\t\t\t\t\t<h3 class=\"elementor-icon-box-title\">\n\t\t\t\t\t\t<span  >\n\t\t\t\t\t\t\tResidual value and standardization\t\t\t\t\t\t<\/span>\n\t\t\t\t\t<\/h3>\n\t\t\t\t\n\t\t\t\t\t\t\t\t\t<p class=\"elementor-icon-box-description\">\n\t\t\t\t\t\tStandardized equipment retains residual value and can be repurposed. Customer-specific equipment doesn\u2019t. In the best case, this turns into a circular model where the asset stays with the provider throughout its entire lifecycle.\t\t\t\t\t<\/p>\n\t\t\t\t\n\t\t\t<\/div>\n\t\t\t\n\t\t<\/div>\n\t\t\t\t\t\t<\/div>\n\t\t\t\t<\/div>\n\t\t\t\t<div class=\"elementor-element elementor-element-6713b88 elementor-position-inline-start elementor-view-default elementor-mobile-position-block-start elementor-widget elementor-widget-icon-box\" data-id=\"6713b88\" data-element_type=\"widget\" data-e-type=\"widget\" data-widget_type=\"icon-box.default\">\n\t\t\t\t<div class=\"elementor-widget-container\">\n\t\t\t\t\t\t\t<div class=\"elementor-icon-box-wrapper\">\n\n\t\t\t\t\t\t<div class=\"elementor-icon-box-icon\">\n\t\t\t\t<span  class=\"elementor-icon\">\n\t\t\t\t<svg xmlns=\"http:\/\/www.w3.org\/2000\/svg\" id=\"svg1041\" viewBox=\"0 0 682.67 682.67\"><polygon points=\"346.16 377.67 346.16 267.6 276.46 377.67 346.16 377.67\"><\/polygon><path d=\"M341.33,65.14c-152.54,0-276.19,123.66-276.19,276.19s123.66,276.19,276.19,276.19,276.19-123.66,276.19-276.19S493.87,65.14,341.33,65.14ZM443.06,429.52h-34v53.55h-62.9v-53.55h-138.55v-37.4l124.95-192.53h76.5v178.08h34v51.85Z\"><\/path><\/svg>\t\t\t\t<\/span>\n\t\t\t<\/div>\n\t\t\t\n\t\t\t\t\t\t<div class=\"elementor-icon-box-content\">\n\n\t\t\t\t\t\t\t\t\t<h3 class=\"elementor-icon-box-title\">\n\t\t\t\t\t\t<span  >\n\t\t\t\t\t\t\tComplexity belongs with the manufacturer\t\t\t\t\t\t<\/span>\n\t\t\t\t\t<\/h3>\n\t\t\t\t\n\t\t\t\t\t\t\t\t\t<p class=\"elementor-icon-box-description\">\n\t\t\t\t\t\tWhen the technology is so complex that customers can\u2019t handle the service in-house, EaaS is the natural answer. That\u2019s why robotics is currently the fastest-growing EaaS market - customers often simply lack the know-how to operate the equipment themselves.\t\t\t\t\t<\/p>\n\t\t\t\t\n\t\t\t<\/div>\n\t\t\t\n\t\t<\/div>\n\t\t\t\t\t\t<\/div>\n\t\t\t\t<\/div>\n\t\t\t\t<div class=\"elementor-element elementor-element-4b8552e elementor-widget elementor-widget-text-editor\" data-id=\"4b8552e\" data-element_type=\"widget\" data-e-type=\"widget\" data-widget_type=\"text-editor.default\">\n\t\t\t\t<div class=\"elementor-widget-container\">\n\t\t\t\t\t\t\t\t\t<p><em>The pattern behind it:<\/em> G\u00fcnter\u2019s four characteristics are the practical distillation of what research at the Bosch IoT Lab describes as Fit Assessment. In the PaaS Navigator by Wortmann, Gebauer, Lamprecht and Fleisch (2024), the question of whether a product is EaaS-ready is treated as the first and most important stage of model design &#8211; before any pricing, contract, or refinancing question. G\u00fcnter puts it explicitly: ideally all four characteristics come together, and then the model definitely flies. But probably three are enough. What makes this list valuable is the reverse view: if you only have one or two of these characteristics, don\u2019t start EaaS yet. The fit question comes before everything else.<\/p>\t\t\t\t\t\t\t\t<\/div>\n\t\t\t\t<\/div>\n\t\t\t\t<div class=\"elementor-element elementor-element-332025a8 elementor-widget elementor-widget-heading\" data-id=\"332025a8\" data-element_type=\"widget\" data-e-type=\"widget\" data-widget_type=\"heading.default\">\n\t\t\t\t<div class=\"elementor-widget-container\">\n\t\t\t\t\t<h2 class=\"elementor-heading-title elementor-size-default\">Contract terms and asset ownership compared<\/h2>\t\t\t\t<\/div>\n\t\t\t\t<\/div>\n\t\t\t\t<div class=\"elementor-element elementor-element-54c238d2 elementor-widget elementor-widget-text-editor\" data-id=\"54c238d2\" data-element_type=\"widget\" data-e-type=\"widget\" data-widget_type=\"text-editor.default\">\n\t\t\t\t<div class=\"elementor-widget-container\">\n\t\t\t\t\t\t\t\t\t<p>Three manufacturers, three very different contract terms. Holder at one to four years. Becker at five to fifteen. d&amp;b at three to four. At first glance this looks arbitrary. But in the roundtable, Claudio Lamprecht named the connecting principle: <strong>&#8220;The lower the switching costs and the more standardized the product, the shorter the contract can be.&#8221;<\/strong><\/p><p>That&#8217;s exactly the logic the table makes visible. If you offer mobile shredders (Lindner), one year works because taking the machine back is physically easy and redeploying it at another customer is feasible. If you offer central systems with fixed piping (Becker), you need longer terms because part of the equipment is no longer mobile and the residual value risk has to be distributed differently. If you offer sound systems for fixed installations (d&amp;b), you sit in between.<\/p><table><thead><tr><th>Manufacturer<\/th><th>Contract term<\/th><th>Asset ownership<\/th><th>Special structure<\/th><\/tr><\/thead><tbody><tr><td><strong>Lindner<\/strong> (Performance-as-a-Service)<\/td><td>1-4 years<\/td><td>Stays with Lindner. After 4 years, full overhaul and resale on the secondary market &#8211; Holder: &#8220;We&#8217;re breeding our own quality used machines.&#8221;<\/td><td>Triangular contract with service partner as execution partner. Only Lindner has the customer contract.<\/td><\/tr><tr><td><strong>Becker<\/strong> (Vacuum-as-a-Service)<\/td><td>5-15 years<\/td><td>Vacuum pumps stay with Becker. Piping transfers to customer ownership after 5 years.<\/td><td>Piping as rent-to-own. Higher rates in the first 5 years, then ownership transfers. Pilot exclusively in DACH.<\/td><\/tr><tr><td><strong>d&amp;b<\/strong> (Sound-as-a-Service)<\/td><td>3-4 years (originally 2)<\/td><td>Stays with d&amp;b. Returned at end of contract or for overhaul.<\/td><td>Triangular contract with audio partner. Global scaling through partner network.<\/td><\/tr><\/tbody><\/table>\t\t\t\t\t\t\t\t<\/div>\n\t\t\t\t<\/div>\n\t\t<div class=\"elementor-element elementor-element-72426f78 e-con-full e-flex e-con e-child\" data-id=\"72426f78\" data-element_type=\"container\" data-e-type=\"container\" data-settings=\"{&quot;background_background&quot;:&quot;classic&quot;}\">\n\t\t\t\t<div class=\"elementor-element elementor-element-7fb01da3 elementor-widget elementor-widget-heading\" data-id=\"7fb01da3\" data-element_type=\"widget\" data-e-type=\"widget\" data-widget_type=\"heading.default\">\n\t\t\t\t<div class=\"elementor-widget-container\">\n\t\t\t\t\t<div class=\"elementor-heading-title elementor-size-default\">The pattern behind it:<\/div>\t\t\t\t<\/div>\n\t\t\t\t<\/div>\n\t\t\t\t<div class=\"elementor-element elementor-element-44902746 elementor-widget elementor-widget-text-editor\" data-id=\"44902746\" data-element_type=\"widget\" data-e-type=\"widget\" data-widget_type=\"text-editor.default\">\n\t\t\t\t<div class=\"elementor-widget-container\">\n\t\t\t\t\t\t\t\t\t<p>Contract term isn&#8217;t a sales lever &#8211; it&#8217;s a function of the equipment&#8217;s physical and economic characteristics. The more standardized and mobile the asset, the shorter the contract can be. The more customer-specific and fixed the installation, the longer the refinancing period has to be. Anyone designing an EaaS contract as a manufacturer has to ask this question first: what happens physically and economically if the customer exits after three, five, or ten years? The answer determines the contract term &#8211; not the other way around.<\/p>\n<p>What isn&#8217;t visible in the table but came up repeatedly in the roundtable: <strong>the contract term also determines the refinancing architecture.<\/strong> Anyone holding assets in ownership has to either fund the investment upfront from their own balance sheet or structure it with a refinancing partner. For short terms under five years, the own balance sheet often works. For longer terms, external refinancing is practically required &#8211; if only for working capital reasons. Wortmann, Gebauer, Lamprecht and Fleisch describe refinancing as one of the three key topics that let EaaS models fail when addressed too late. Sales arguments and service offerings are visible. Refinancing is the silent factor that becomes visible at scale.<\/p>\t\t\t\t\t\t\t\t<\/div>\n\t\t\t\t<\/div>\n\t\t\t\t<\/div>\n\t\t\t\t<div class=\"elementor-element elementor-element-2e741011 elementor-widget elementor-widget-heading\" data-id=\"2e741011\" data-element_type=\"widget\" data-e-type=\"widget\" data-widget_type=\"heading.default\">\n\t\t\t\t<div class=\"elementor-widget-container\">\n\t\t\t\t\t<h2 class=\"elementor-heading-title elementor-size-default\">Who's liable when the machine stops?<\/h2>\t\t\t\t<\/div>\n\t\t\t\t<\/div>\n\t\t\t\t<div class=\"elementor-element elementor-element-2735f782 elementor-widget elementor-widget-video\" data-id=\"2735f782\" data-element_type=\"widget\" data-e-type=\"widget\" data-settings=\"{&quot;video_type&quot;:&quot;hosted&quot;,&quot;controls&quot;:&quot;yes&quot;}\" data-widget_type=\"video.default\">\n\t\t\t\t<div class=\"elementor-widget-container\">\n\t\t\t\t\t\t\t<div class=\"e-hosted-video elementor-wrapper elementor-open-inline\">\n\t\t\t\t\t<video class=\"elementor-video\" src=\"https:\/\/20362822.fs1.hubspotusercontent-eu1.net\/hubfs\/20362822\/Website%20Videos\/Roundtable\/Video%20snippet%2008%20%C2%B7%20Risk%20Holder%20%C2%B7%20Availability%20guarantees.mp4\" controls=\"\" preload=\"metadata\" controlsList=\"nodownload\"><\/video>\n\t\t\t\t<\/div>\n\t\t\t\t\t\t<\/div>\n\t\t\t\t<\/div>\n\t\t\t\t<div class=\"elementor-element elementor-element-4a5f4c2 elementor-widget elementor-widget-video\" data-id=\"4a5f4c2\" data-element_type=\"widget\" data-e-type=\"widget\" data-settings=\"{&quot;video_type&quot;:&quot;hosted&quot;,&quot;controls&quot;:&quot;yes&quot;}\" data-widget_type=\"video.default\">\n\t\t\t\t<div class=\"elementor-widget-container\">\n\t\t\t\t\t\t\t<div class=\"e-hosted-video elementor-wrapper elementor-open-inline\">\n\t\t\t\t\t<video class=\"elementor-video\" src=\"https:\/\/20362822.fs1.hubspotusercontent-eu1.net\/hubfs\/20362822\/Website%20Videos\/Roundtable\/Video%20snippet%2009%20%C2%B7%20Risk%20Ebel%20%C2%B7%20Production%20losses%20excluded.mp4\" controls=\"\" preload=\"metadata\" controlsList=\"nodownload\"><\/video>\n\t\t\t\t<\/div>\n\t\t\t\t\t\t<\/div>\n\t\t\t\t<\/div>\n\t\t\t\t<div class=\"elementor-element elementor-element-aad9882 elementor-widget elementor-widget-video\" data-id=\"aad9882\" data-element_type=\"widget\" data-e-type=\"widget\" data-settings=\"{&quot;video_type&quot;:&quot;hosted&quot;,&quot;controls&quot;:&quot;yes&quot;}\" data-widget_type=\"video.default\">\n\t\t\t\t<div class=\"elementor-widget-container\">\n\t\t\t\t\t\t\t<div class=\"e-hosted-video elementor-wrapper elementor-open-inline\">\n\t\t\t\t\t<video class=\"elementor-video\" src=\"https:\/\/20362822.fs1.hubspotusercontent-eu1.net\/hubfs\/20362822\/Website%20Videos\/Roundtable\/Video%20snippet%2010%20%C2%B7%20Risk%20B%C3%B6sch%20%C2%B7%20RESHOOT.mp4\" controls=\"\" preload=\"metadata\" controlsList=\"nodownload\"><\/video>\n\t\t\t\t<\/div>\n\t\t\t\t\t\t<\/div>\n\t\t\t\t<\/div>\n\t\t<div class=\"elementor-element elementor-element-14d832a6 e-con-full e-flex e-con e-child\" data-id=\"14d832a6\" data-element_type=\"container\" data-e-type=\"container\">\n\t\t\t\t<div class=\"elementor-element elementor-element-7af11e01 elementor-view-default elementor-widget elementor-widget-icon\" data-id=\"7af11e01\" data-element_type=\"widget\" data-e-type=\"widget\" data-widget_type=\"icon.default\">\n\t\t\t\t<div class=\"elementor-widget-container\">\n\t\t\t\t\t\t\t<div class=\"elementor-icon-wrapper\">\n\t\t\t<div class=\"elementor-icon\">\n\t\t\t<svg xmlns=\"http:\/\/www.w3.org\/2000\/svg\" id=\"svg1041\" viewBox=\"0 0 682.67 682.67\"><g id=\"g655\"><path d=\"M37.24,589.08c-6.93,0-13.46-2.69-18.41-7.58-5.01-4.96-7.77-11.57-7.77-18.6v-32.73c0-13.32,9.06-24.64,22.02-27.54,14.54-3.26,142.21-33.69,142.21-95.98v-45.12H50.79c-21.91,0-39.73-17.82-39.73-39.73v-188.48c0-21.91,17.82-39.73,39.73-39.73h210.38c21.91,0,39.73,17.82,39.73,39.73v257.21c0,59.7-28.29,115.18-75.67,148.41-46.3,32.47-109.45,49.34-187.71,50.14-.09,0-.19,0-.28,0ZM52.2,540.37v7.2c62.72-2.51,112.93-16.72,149.41-42.31,36.41-25.54,58.15-68.42,58.15-114.73v-255.8H52.2v185.66h124.51c21.91,0,39.73,17.82,39.73,39.73v46.53c0,83.57-115.02,121.39-164.23,133.72ZM261.17,134.73h.02-.02Z\"><\/path><\/g><g id=\"g667\"><path d=\"M407.92,589.08c-6.9,0-13.42-2.68-18.37-7.57-5.02-4.96-7.78-11.57-7.78-18.61v-32.73c0-13.31,9.05-24.63,22.01-27.54,14.55-3.26,142.22-33.68,142.22-95.98v-45.13h-124.51c-21.91,0-39.73-17.82-39.73-39.73v-188.48c0-21.91,17.82-39.73,39.73-39.73h210.38c21.91,0,39.73,17.82,39.73,39.73v51.11c0,11.36-9.21,20.57-20.57,20.57s-20.57-9.21-20.57-20.57v-49.7h-207.56v185.66h124.51c21.91,0,39.73,17.82,39.73,39.73v46.54c0,83.59-115.03,121.39-164.24,133.72v7.19c62.73-2.52,112.94-16.72,149.41-42.31,36.41-25.54,58.15-68.42,58.15-114.73v-110.11c0-11.36,9.21-20.57,20.57-20.57s20.57,9.21,20.57,20.57v110.11c0,59.7-28.29,115.18-75.67,148.41-46.29,32.47-109.45,49.34-187.71,50.14-.1,0-.21,0-.31,0ZM407.81,547.94h-.03.03Z\"><\/path><\/g><\/svg>\t\t\t<\/div>\n\t\t<\/div>\n\t\t\t\t\t\t<\/div>\n\t\t\t\t<\/div>\n\t\t\t\t<div class=\"elementor-element elementor-element-31eca7ad elementor-widget elementor-widget-testimonial\" data-id=\"31eca7ad\" data-element_type=\"widget\" data-e-type=\"widget\" data-widget_type=\"testimonial.default\">\n\t\t\t\t<div class=\"elementor-widget-container\">\n\t\t\t\t\t\t\t<div class=\"elementor-testimonial-wrapper\">\n\t\t\t\t\t\t\t<div class=\"elementor-testimonial-content\">\"It's not that every minute a machine stands still gets immediately compensated somehow. We have certain response times built into the service side.\"<\/div>\n\t\t\t\n\t\t\t\t\t\t<div class=\"elementor-testimonial-meta elementor-has-image elementor-testimonial-image-position-aside\">\n\t\t\t\t<div class=\"elementor-testimonial-meta-inner\">\n\t\t\t\t\t\t\t\t\t\t\t<div class=\"elementor-testimonial-image\">\n\t\t\t\t\t\t\t<img decoding=\"async\" width=\"501\" height=\"501\" src=\"https:\/\/findustrial.io\/wp-content\/uploads\/2026\/06\/Customer-voice-Lindner-Recyclingtech.webp\" class=\"attachment-full size-full wp-image-22780\" alt=\"Matthias Holder, CSO of Lindner Recyclingtech\" srcset=\"https:\/\/findustrial.io\/wp-content\/uploads\/2026\/06\/Customer-voice-Lindner-Recyclingtech.webp 501w, https:\/\/findustrial.io\/wp-content\/uploads\/2026\/06\/Customer-voice-Lindner-Recyclingtech-300x300.webp 300w, https:\/\/findustrial.io\/wp-content\/uploads\/2026\/06\/Customer-voice-Lindner-Recyclingtech-150x150.webp 150w\" sizes=\"(max-width: 501px) 100vw, 501px\" \/>\t\t\t\t\t\t<\/div>\n\t\t\t\t\t\n\t\t\t\t\t\t\t\t\t\t<div class=\"elementor-testimonial-details\">\n\t\t\t\t\t\t\t\t\t\t\t\t\t\t\t\t\t\t\t\t<div class=\"elementor-testimonial-job\">- Matthias Holder, Lindner<\/div>\n\t\t\t\t\t\t\t\t\t\t\t\t\t<\/div>\n\t\t\t\t\t\t\t\t\t<\/div>\n\t\t\t<\/div>\n\t\t\t\t\t<\/div>\n\t\t\t\t\t\t<\/div>\n\t\t\t\t<\/div>\n\t\t\t\t<div class=\"elementor-element elementor-element-65e3880f elementor-widget elementor-widget-testimonial\" data-id=\"65e3880f\" data-element_type=\"widget\" data-e-type=\"widget\" data-widget_type=\"testimonial.default\">\n\t\t\t\t<div class=\"elementor-widget-container\">\n\t\t\t\t\t\t\t<div class=\"elementor-testimonial-wrapper\">\n\t\t\t\t\t\t\t<div class=\"elementor-testimonial-content\">\"We explicitly excluded production losses. We warrant what we say - certain response times. If we miss them, it goes into penalties in the end.\"<\/div>\n\t\t\t\n\t\t\t\t\t\t<div class=\"elementor-testimonial-meta elementor-has-image elementor-testimonial-image-position-aside\">\n\t\t\t\t<div class=\"elementor-testimonial-meta-inner\">\n\t\t\t\t\t\t\t\t\t\t\t<div class=\"elementor-testimonial-image\">\n\t\t\t\t\t\t\t<img loading=\"lazy\" decoding=\"async\" width=\"501\" height=\"501\" src=\"https:\/\/findustrial.io\/wp-content\/uploads\/2025\/11\/Customer-voice_Gebr.-Becker.webp\" class=\"attachment-full size-full wp-image-22819\" alt=\"Portrait of Dr. Martin Ebel, Director Business Transformation at Gebr. Becker\" srcset=\"https:\/\/findustrial.io\/wp-content\/uploads\/2025\/11\/Customer-voice_Gebr.-Becker.webp 501w, https:\/\/findustrial.io\/wp-content\/uploads\/2025\/11\/Customer-voice_Gebr.-Becker-300x300.webp 300w, https:\/\/findustrial.io\/wp-content\/uploads\/2025\/11\/Customer-voice_Gebr.-Becker-150x150.webp 150w\" sizes=\"(max-width: 501px) 100vw, 501px\" \/>\t\t\t\t\t\t<\/div>\n\t\t\t\t\t\n\t\t\t\t\t\t\t\t\t\t<div class=\"elementor-testimonial-details\">\n\t\t\t\t\t\t\t\t\t\t\t\t\t\t\t\t\t\t\t\t<div class=\"elementor-testimonial-job\">- Dr. Martin Ebel, Gebr. Becker<\/div>\n\t\t\t\t\t\t\t\t\t\t\t\t\t<\/div>\n\t\t\t\t\t\t\t\t\t<\/div>\n\t\t\t<\/div>\n\t\t\t\t\t<\/div>\n\t\t\t\t\t\t<\/div>\n\t\t\t\t<\/div>\n\t\t\t\t<div class=\"elementor-element elementor-element-3ea2ac95 elementor-widget elementor-widget-testimonial\" data-id=\"3ea2ac95\" data-element_type=\"widget\" data-e-type=\"widget\" data-widget_type=\"testimonial.default\">\n\t\t\t\t<div class=\"elementor-widget-container\">\n\t\t\t\t\t\t\t<div class=\"elementor-testimonial-wrapper\">\n\t\t\t\t\t\t\t<div class=\"elementor-testimonial-content\">\"For us, the service mindset comes above everything. We don't take on liability for the event itself - if it gets canceled or if something goes wrong somewhere in the workflow, that's not our risk. But the machines have to run. That's why we built up remote monitoring, errors are flagged immediately, updates get pushed remotely. Preventive maintenance every six months. Our partners have spare parts on site.\"<\/div>\n\t\t\t\n\t\t\t\t\t\t<div class=\"elementor-testimonial-meta elementor-has-image elementor-testimonial-image-position-aside\">\n\t\t\t\t<div class=\"elementor-testimonial-meta-inner\">\n\t\t\t\t\t\t\t\t\t\t\t<div class=\"elementor-testimonial-image\">\n\t\t\t\t\t\t\t<img loading=\"lazy\" decoding=\"async\" width=\"501\" height=\"501\" src=\"https:\/\/findustrial.io\/wp-content\/uploads\/2026\/07\/Customer-voice_Gebr.-Becker-Kopie.webp\" class=\"attachment-full size-full wp-image-22894\" alt=\"Alina B\u00f6sch, Lead of Sound-as-a-Service at d&amp;b audiotechnik\" srcset=\"https:\/\/findustrial.io\/wp-content\/uploads\/2026\/07\/Customer-voice_Gebr.-Becker-Kopie.webp 501w, https:\/\/findustrial.io\/wp-content\/uploads\/2026\/07\/Customer-voice_Gebr.-Becker-Kopie-300x300.webp 300w, https:\/\/findustrial.io\/wp-content\/uploads\/2026\/07\/Customer-voice_Gebr.-Becker-Kopie-150x150.webp 150w\" sizes=\"(max-width: 501px) 100vw, 501px\" \/>\t\t\t\t\t\t<\/div>\n\t\t\t\t\t\n\t\t\t\t\t\t\t\t\t\t<div class=\"elementor-testimonial-details\">\n\t\t\t\t\t\t\t\t\t\t\t\t\t\t\t\t\t\t\t\t<div class=\"elementor-testimonial-job\">- Alina B\u00f6sch, d&amp;b audiotechnik<\/div>\n\t\t\t\t\t\t\t\t\t\t\t\t\t<\/div>\n\t\t\t\t\t\t\t\t\t<\/div>\n\t\t\t<\/div>\n\t\t\t\t\t<\/div>\n\t\t\t\t\t\t<\/div>\n\t\t\t\t<\/div>\n\t\t\t\t<\/div>\n\t\t\t\t<div class=\"elementor-element elementor-element-5e7fb121 elementor-widget elementor-widget-text-editor\" data-id=\"5e7fb121\" data-element_type=\"widget\" data-e-type=\"widget\" data-widget_type=\"text-editor.default\">\n\t\t\t\t<div class=\"elementor-widget-container\">\n\t\t\t\t\t\t\t\t\t<p><strong>In practice:<\/strong> All three use the same three mechanisms to structure the availability risk:<\/p><ul><li><strong>Availability guarantees<\/strong> instead of production-loss liability. The provider guarantees an availability rate, not a specific business outcome at the customer.<\/li><li><strong>Response times with SLA penalties<\/strong> when they aren&#8217;t met. That&#8217;s the monetary consequence, not taking on the customer&#8217;s risk.<\/li><li><strong>Predictive or remote monitoring<\/strong> to anticipate failures. Lindner is furthest along with the Nexus system &#8211; they see impending failures and can intervene proactively. Becker and d&amp;b use remote monitoring primarily to save on-site visits.<\/li><\/ul>\t\t\t\t\t\t\t\t<\/div>\n\t\t\t\t<\/div>\n\t\t\t\t<div class=\"elementor-element elementor-element-34b0446 elementor-widget elementor-widget-text-editor\" data-id=\"34b0446\" data-element_type=\"widget\" data-e-type=\"widget\" data-widget_type=\"text-editor.default\">\n\t\t\t\t<div class=\"elementor-widget-container\">\n\t\t\t\t\t\t\t\t\t<p>One important detail from Holder: <strong>Operator errors stay with the customer.<\/strong> If simple maintenance like greasing wasn&#8217;t done, that doesn&#8217;t transfer to provider liability. Becker has additionally excluded inflation risks in the contract &#8211; price adjustments follow the market index in both directions.<\/p>\t\t\t\t\t\t\t\t<\/div>\n\t\t\t\t<\/div>\n\t\t<div class=\"elementor-element elementor-element-478341a8 e-con-full e-flex e-con e-child\" data-id=\"478341a8\" data-element_type=\"container\" data-e-type=\"container\" data-settings=\"{&quot;background_background&quot;:&quot;classic&quot;}\">\n\t\t\t\t<div class=\"elementor-element elementor-element-5788704 elementor-widget elementor-widget-heading\" data-id=\"5788704\" data-element_type=\"widget\" data-e-type=\"widget\" data-widget_type=\"heading.default\">\n\t\t\t\t<div class=\"elementor-widget-container\">\n\t\t\t\t\t<div class=\"elementor-heading-title elementor-size-default\">The pattern behind it:<\/div>\t\t\t\t<\/div>\n\t\t\t\t<\/div>\n\t\t\t\t<div class=\"elementor-element elementor-element-755ad6c5 elementor-widget elementor-widget-text-editor\" data-id=\"755ad6c5\" data-element_type=\"widget\" data-e-type=\"widget\" data-widget_type=\"text-editor.default\">\n\t\t\t\t<div class=\"elementor-widget-container\">\n\t\t\t\t\t\t\t\t\t<p>What the three describe is the line between equipment responsibility and business responsibility. EaaS shifts equipment ownership from the customer to the manufacturer. What it doesn&#8217;t shift is business continuity. No EaaS provider takes on liability for production losses &#8211; the business risk stays with the customer. What the provider guarantees is an availability rate and response time. Wortmann et al. (2024) describe this separation as a Risk Allocation Pattern and as a precondition for EaaS being insurable and refinanceable at all. Anyone mixing the two risk layers fails at the contract. That makes <a href=\"https:\/\/findustrial.io\/en\/eaas-glossary\/#sla\" target=\"_blank\" rel=\"noopener\">Service Level Agreements<\/a> mandatory homework before the first live contract.<\/p>\t\t\t\t\t\t\t\t<\/div>\n\t\t\t\t<\/div>\n\t\t\t\t<\/div>\n\t\t\t\t<div class=\"elementor-element elementor-element-1b2ab70a elementor-widget-divider--view-line elementor-widget elementor-widget-divider\" data-id=\"1b2ab70a\" data-element_type=\"widget\" data-e-type=\"widget\" data-widget_type=\"divider.default\">\n\t\t\t\t<div class=\"elementor-widget-container\">\n\t\t\t\t\t\t\t<div class=\"elementor-divider\">\n\t\t\t<span class=\"elementor-divider-separator\">\n\t\t\t\t\t\t<\/span>\n\t\t<\/div>\n\t\t\t\t\t\t<\/div>\n\t\t\t\t<\/div>\n\t\t\t\t<\/div>\n\t\t<div class=\"elementor-element elementor-element-2de9dc03 e-con-full e-flex e-con e-child\" data-id=\"2de9dc03\" data-element_type=\"container\" data-e-type=\"container\">\n\t\t\t\t<div class=\"elementor-element elementor-element-4fbd3de elementor-widget elementor-widget-heading\" data-id=\"4fbd3de\" data-element_type=\"widget\" data-e-type=\"widget\" data-widget_type=\"heading.default\">\n\t\t\t\t<div class=\"elementor-widget-container\">\n\t\t\t\t\t<div class=\"elementor-heading-title elementor-size-default\">Where the model doesn't work<\/div>\t\t\t\t<\/div>\n\t\t\t\t<\/div>\n\t\t\t\t<div class=\"elementor-element elementor-element-5b8bddb1 elementor-widget elementor-widget-heading\" data-id=\"5b8bddb1\" data-element_type=\"widget\" data-e-type=\"widget\" data-widget_type=\"heading.default\">\n\t\t\t\t<div class=\"elementor-widget-container\">\n\t\t\t\t\t<h2 class=\"elementor-heading-title elementor-size-default\">Where EaaS doesn't work<\/h2>\t\t\t\t<\/div>\n\t\t\t\t<\/div>\n\t\t\t\t<div class=\"elementor-element elementor-element-5b6492bd elementor-widget elementor-widget-text-editor\" data-id=\"5b6492bd\" data-element_type=\"widget\" data-e-type=\"widget\" data-widget_type=\"text-editor.default\">\n\t\t\t\t<div class=\"elementor-widget-container\">\n\t\t\t\t\t\t\t\t\t<p><strong>The most important question of the panel wasn&#8217;t &#8220;where does it work&#8221; but &#8220;where do you deliberately exclude it.&#8221;<\/strong> Three manufacturers negotiating EaaS contracts daily know better than any analyst where the limits are.<\/p>\t\t\t\t\t\t\t\t<\/div>\n\t\t\t\t<\/div>\n\t\t\t\t<div class=\"elementor-element elementor-element-6ca1a970 elementor-widget elementor-widget-video\" data-id=\"6ca1a970\" data-element_type=\"widget\" data-e-type=\"widget\" data-settings=\"{&quot;video_type&quot;:&quot;hosted&quot;,&quot;controls&quot;:&quot;yes&quot;}\" data-widget_type=\"video.default\">\n\t\t\t\t<div class=\"elementor-widget-container\">\n\t\t\t\t\t\t\t<div class=\"e-hosted-video elementor-wrapper elementor-open-inline\">\n\t\t\t\t\t<video class=\"elementor-video\" src=\"https:\/\/20362822.fs1.hubspotusercontent-eu1.net\/hubfs\/20362822\/Website%20Videos\/Roundtable\/Video%20snippet%2011%20%C2%B7%20Limits%20Holder%20%C2%B7%20Only%20mobile%20equipment.mp4\" controls=\"\" preload=\"metadata\" controlsList=\"nodownload\"><\/video>\n\t\t\t\t<\/div>\n\t\t\t\t\t\t<\/div>\n\t\t\t\t<\/div>\n\t\t\t\t<div class=\"elementor-element elementor-element-8a5a281 elementor-widget elementor-widget-video\" data-id=\"8a5a281\" data-element_type=\"widget\" data-e-type=\"widget\" data-settings=\"{&quot;video_type&quot;:&quot;hosted&quot;,&quot;controls&quot;:&quot;yes&quot;}\" data-widget_type=\"video.default\">\n\t\t\t\t<div class=\"elementor-widget-container\">\n\t\t\t\t\t\t\t<div class=\"e-hosted-video elementor-wrapper elementor-open-inline\">\n\t\t\t\t\t<video class=\"elementor-video\" src=\"https:\/\/20362822.fs1.hubspotusercontent-eu1.net\/hubfs\/20362822\/Website%20Videos\/Roundtable\/Video%20snippet%2012%20%C2%B7%20Limits%20Ebel%20%C2%B7%20DACH%20pilot.mp4\" controls=\"\" preload=\"metadata\" controlsList=\"nodownload\"><\/video>\n\t\t\t\t<\/div>\n\t\t\t\t\t\t<\/div>\n\t\t\t\t<\/div>\n\t\t<div class=\"elementor-element elementor-element-8323663 e-con-full e-flex e-con e-child\" data-id=\"8323663\" data-element_type=\"container\" data-e-type=\"container\">\n\t\t\t\t<div class=\"elementor-element elementor-element-71988b6f elementor-view-default elementor-widget elementor-widget-icon\" data-id=\"71988b6f\" data-element_type=\"widget\" data-e-type=\"widget\" data-widget_type=\"icon.default\">\n\t\t\t\t<div class=\"elementor-widget-container\">\n\t\t\t\t\t\t\t<div class=\"elementor-icon-wrapper\">\n\t\t\t<div class=\"elementor-icon\">\n\t\t\t<svg xmlns=\"http:\/\/www.w3.org\/2000\/svg\" id=\"svg1041\" viewBox=\"0 0 682.67 682.67\"><g id=\"g655\"><path d=\"M37.24,589.08c-6.93,0-13.46-2.69-18.41-7.58-5.01-4.96-7.77-11.57-7.77-18.6v-32.73c0-13.32,9.06-24.64,22.02-27.54,14.54-3.26,142.21-33.69,142.21-95.98v-45.12H50.79c-21.91,0-39.73-17.82-39.73-39.73v-188.48c0-21.91,17.82-39.73,39.73-39.73h210.38c21.91,0,39.73,17.82,39.73,39.73v257.21c0,59.7-28.29,115.18-75.67,148.41-46.3,32.47-109.45,49.34-187.71,50.14-.09,0-.19,0-.28,0ZM52.2,540.37v7.2c62.72-2.51,112.93-16.72,149.41-42.31,36.41-25.54,58.15-68.42,58.15-114.73v-255.8H52.2v185.66h124.51c21.91,0,39.73,17.82,39.73,39.73v46.53c0,83.57-115.02,121.39-164.23,133.72ZM261.17,134.73h.02-.02Z\"><\/path><\/g><g id=\"g667\"><path d=\"M407.92,589.08c-6.9,0-13.42-2.68-18.37-7.57-5.02-4.96-7.78-11.57-7.78-18.61v-32.73c0-13.31,9.05-24.63,22.01-27.54,14.55-3.26,142.22-33.68,142.22-95.98v-45.13h-124.51c-21.91,0-39.73-17.82-39.73-39.73v-188.48c0-21.91,17.82-39.73,39.73-39.73h210.38c21.91,0,39.73,17.82,39.73,39.73v51.11c0,11.36-9.21,20.57-20.57,20.57s-20.57-9.21-20.57-20.57v-49.7h-207.56v185.66h124.51c21.91,0,39.73,17.82,39.73,39.73v46.54c0,83.59-115.03,121.39-164.24,133.72v7.19c62.73-2.52,112.94-16.72,149.41-42.31,36.41-25.54,58.15-68.42,58.15-114.73v-110.11c0-11.36,9.21-20.57,20.57-20.57s20.57,9.21,20.57,20.57v110.11c0,59.7-28.29,115.18-75.67,148.41-46.29,32.47-109.45,49.34-187.71,50.14-.1,0-.21,0-.31,0ZM407.81,547.94h-.03.03Z\"><\/path><\/g><\/svg>\t\t\t<\/div>\n\t\t<\/div>\n\t\t\t\t\t\t<\/div>\n\t\t\t\t<\/div>\n\t\t\t\t<div class=\"elementor-element elementor-element-6c88f45e elementor-widget elementor-widget-testimonial\" data-id=\"6c88f45e\" data-element_type=\"widget\" data-e-type=\"widget\" data-widget_type=\"testimonial.default\">\n\t\t\t\t<div class=\"elementor-widget-container\">\n\t\t\t\t\t\t\t<div class=\"elementor-testimonial-wrapper\">\n\t\t\t\t\t\t\t<div class=\"elementor-testimonial-content\">\"We're going to market with Performance-as-a-Service currently only for our mobile machines. There are also fixed installations integrated into recycling systems. We're not active with the model there yet.\"<\/div>\n\t\t\t\n\t\t\t\t\t\t<div class=\"elementor-testimonial-meta elementor-has-image elementor-testimonial-image-position-aside\">\n\t\t\t\t<div class=\"elementor-testimonial-meta-inner\">\n\t\t\t\t\t\t\t\t\t\t\t<div class=\"elementor-testimonial-image\">\n\t\t\t\t\t\t\t<img decoding=\"async\" width=\"501\" height=\"501\" src=\"https:\/\/findustrial.io\/wp-content\/uploads\/2026\/06\/Customer-voice-Lindner-Recyclingtech.webp\" class=\"attachment-full size-full wp-image-22780\" alt=\"Matthias Holder, CSO of Lindner Recyclingtech\" srcset=\"https:\/\/findustrial.io\/wp-content\/uploads\/2026\/06\/Customer-voice-Lindner-Recyclingtech.webp 501w, https:\/\/findustrial.io\/wp-content\/uploads\/2026\/06\/Customer-voice-Lindner-Recyclingtech-300x300.webp 300w, https:\/\/findustrial.io\/wp-content\/uploads\/2026\/06\/Customer-voice-Lindner-Recyclingtech-150x150.webp 150w\" sizes=\"(max-width: 501px) 100vw, 501px\" \/>\t\t\t\t\t\t<\/div>\n\t\t\t\t\t\n\t\t\t\t\t\t\t\t\t\t<div class=\"elementor-testimonial-details\">\n\t\t\t\t\t\t\t\t\t\t\t\t\t\t\t\t\t\t\t\t<div class=\"elementor-testimonial-job\">- Matthias Holder, Lindner<\/div>\n\t\t\t\t\t\t\t\t\t\t\t\t\t<\/div>\n\t\t\t\t\t\t\t\t\t<\/div>\n\t\t\t<\/div>\n\t\t\t\t\t<\/div>\n\t\t\t\t\t\t<\/div>\n\t\t\t\t<\/div>\n\t\t\t\t<div class=\"elementor-element elementor-element-799d4e54 elementor-widget elementor-widget-testimonial\" data-id=\"799d4e54\" data-element_type=\"widget\" data-e-type=\"widget\" data-widget_type=\"testimonial.default\">\n\t\t\t\t<div class=\"elementor-widget-container\">\n\t\t\t\t\t\t\t<div class=\"elementor-testimonial-wrapper\">\n\t\t\t\t\t\t\t<div class=\"elementor-testimonial-content\">\"Cross-border I can't say much yet, because we're starting the pilot exclusively in the DACH region.\"<\/div>\n\t\t\t\n\t\t\t\t\t\t<div class=\"elementor-testimonial-meta elementor-has-image elementor-testimonial-image-position-aside\">\n\t\t\t\t<div class=\"elementor-testimonial-meta-inner\">\n\t\t\t\t\t\t\t\t\t\t\t<div class=\"elementor-testimonial-image\">\n\t\t\t\t\t\t\t<img loading=\"lazy\" decoding=\"async\" width=\"501\" height=\"501\" src=\"https:\/\/findustrial.io\/wp-content\/uploads\/2025\/11\/Customer-voice_Gebr.-Becker.webp\" class=\"attachment-full size-full wp-image-22819\" alt=\"Portrait of Dr. Martin Ebel, Director Business Transformation at Gebr. Becker\" srcset=\"https:\/\/findustrial.io\/wp-content\/uploads\/2025\/11\/Customer-voice_Gebr.-Becker.webp 501w, https:\/\/findustrial.io\/wp-content\/uploads\/2025\/11\/Customer-voice_Gebr.-Becker-300x300.webp 300w, https:\/\/findustrial.io\/wp-content\/uploads\/2025\/11\/Customer-voice_Gebr.-Becker-150x150.webp 150w\" sizes=\"(max-width: 501px) 100vw, 501px\" \/>\t\t\t\t\t\t<\/div>\n\t\t\t\t\t\n\t\t\t\t\t\t\t\t\t\t<div class=\"elementor-testimonial-details\">\n\t\t\t\t\t\t\t\t\t\t\t\t\t\t\t\t\t\t\t\t<div class=\"elementor-testimonial-job\">- Dr. Martin Ebel, Gebr. Becker<\/div>\n\t\t\t\t\t\t\t\t\t\t\t\t\t<\/div>\n\t\t\t\t\t\t\t\t\t<\/div>\n\t\t\t<\/div>\n\t\t\t\t\t<\/div>\n\t\t\t\t\t\t<\/div>\n\t\t\t\t<\/div>\n\t\t\t\t<div class=\"elementor-element elementor-element-7e64c50d elementor-widget elementor-widget-testimonial\" data-id=\"7e64c50d\" data-element_type=\"widget\" data-e-type=\"widget\" data-widget_type=\"testimonial.default\">\n\t\t\t\t<div class=\"elementor-widget-container\">\n\t\t\t\t\t\t\t<div class=\"elementor-testimonial-wrapper\">\n\t\t\t\t\t\t\t<div class=\"elementor-testimonial-content\">\"Sound-as-a-Service fits perfectly for customers who don't get classic financing - club operators, startups, restaurants. Where it gets harder is with chaotic customers who have unstructured processes. The model isn't built for touring or short-term event formats.\"<\/div>\n\t\t\t\n\t\t\t\t\t\t<div class=\"elementor-testimonial-meta elementor-has-image elementor-testimonial-image-position-aside\">\n\t\t\t\t<div class=\"elementor-testimonial-meta-inner\">\n\t\t\t\t\t\t\t\t\t\t\t<div class=\"elementor-testimonial-image\">\n\t\t\t\t\t\t\t<img loading=\"lazy\" decoding=\"async\" width=\"501\" height=\"501\" src=\"https:\/\/findustrial.io\/wp-content\/uploads\/2026\/07\/Customer-voice_Gebr.-Becker-Kopie.webp\" class=\"attachment-full size-full wp-image-22894\" alt=\"Alina B\u00f6sch, Lead of Sound-as-a-Service at d&amp;b audiotechnik\" srcset=\"https:\/\/findustrial.io\/wp-content\/uploads\/2026\/07\/Customer-voice_Gebr.-Becker-Kopie.webp 501w, https:\/\/findustrial.io\/wp-content\/uploads\/2026\/07\/Customer-voice_Gebr.-Becker-Kopie-300x300.webp 300w, https:\/\/findustrial.io\/wp-content\/uploads\/2026\/07\/Customer-voice_Gebr.-Becker-Kopie-150x150.webp 150w\" sizes=\"(max-width: 501px) 100vw, 501px\" \/>\t\t\t\t\t\t<\/div>\n\t\t\t\t\t\n\t\t\t\t\t\t\t\t\t\t<div class=\"elementor-testimonial-details\">\n\t\t\t\t\t\t\t\t\t\t\t\t\t\t\t\t\t\t\t\t<div class=\"elementor-testimonial-job\">- Alina B\u00f6sch, d&amp;b audiotechnik<\/div>\n\t\t\t\t\t\t\t\t\t\t\t\t\t<\/div>\n\t\t\t\t\t\t\t\t\t<\/div>\n\t\t\t<\/div>\n\t\t\t\t\t<\/div>\n\t\t\t\t\t\t<\/div>\n\t\t\t\t<\/div>\n\t\t\t\t<\/div>\n\t\t\t\t<div class=\"elementor-element elementor-element-26a12496 elementor-widget elementor-widget-text-editor\" data-id=\"26a12496\" data-element_type=\"widget\" data-e-type=\"widget\" data-widget_type=\"text-editor.default\">\n\t\t\t\t<div class=\"elementor-widget-container\">\n\t\t\t\t\t\t\t\t\t<p><strong>In practice:<\/strong> The concrete exclusion criteria from the roundtable sort into four recurring themes:<\/p>\n<ul>\n<li><strong>Fixed and highly customized installations:<\/strong> Lindner currently runs PaaS only for mobile shredders, because integrated systems are hard to take back.<\/li>\n<li><strong>Components without end-customer relevance:<\/strong> Becker dropped the components business for EaaS because it doesn&#8217;t create direct customer value. Only the shift to central systems made the model viable.<\/li>\n<li><strong>Cross-border scaling before first experience:<\/strong> Becker deliberately keeps the pilot in the DACH region before scaling internationally. Customs and ownership issues in cross-border EaaS are complex enough not to solve them in parallel with model design.<\/li>\n<li><strong>Steady utilization with capital:<\/strong> Holder made the classic distinction in the roundtable. Municipal operations with steady utilization tend toward purchase. PaaS only takes off where utilization fluctuates and customer business models can&#8217;t be forecast.<\/li>\n<\/ul>\t\t\t\t\t\t\t\t<\/div>\n\t\t\t\t<\/div>\n\t\t<div class=\"elementor-element elementor-element-4ce773ef e-con-full e-flex e-con e-child\" data-id=\"4ce773ef\" data-element_type=\"container\" data-e-type=\"container\" data-settings=\"{&quot;background_background&quot;:&quot;classic&quot;}\">\n\t\t\t\t<div class=\"elementor-element elementor-element-5b60c1ec elementor-widget elementor-widget-heading\" data-id=\"5b60c1ec\" data-element_type=\"widget\" data-e-type=\"widget\" data-widget_type=\"heading.default\">\n\t\t\t\t<div class=\"elementor-widget-container\">\n\t\t\t\t\t<div class=\"elementor-heading-title elementor-size-default\">The pattern behind it:<\/div>\t\t\t\t<\/div>\n\t\t\t\t<\/div>\n\t\t\t\t<div class=\"elementor-element elementor-element-609ca7d2 elementor-widget elementor-widget-text-editor\" data-id=\"609ca7d2\" data-element_type=\"widget\" data-e-type=\"widget\" data-widget_type=\"text-editor.default\">\n\t\t\t\t<div class=\"elementor-widget-container\">\n\t\t\t\t\t\t\t\t\t<p>The <a href=\"https:\/\/www.iot-lab.ch\/projects-businessmodels\/eaas-navigator\/\" target=\"_blank\" rel=\"noopener\">pattern research at the Bosch IoT Lab<\/a> calls this Fit Assessment &#8211; the structured question of whether a product and customer profile fit EaaS at all before entering the pilot phase. Most failed EaaS initiatives don&#8217;t fail from a missing use case but from the wrong use case. Anyone who defines early where EaaS doesn&#8217;t fit focuses energy on the cases that work. Anyone skipping this burns pilot resources.<\/p>\t\t\t\t\t\t\t\t<\/div>\n\t\t\t\t<\/div>\n\t\t\t\t<\/div>\n\t\t<div class=\"elementor-element elementor-element-102ebd3e e-con-full e-flex e-con e-child\" data-id=\"102ebd3e\" data-element_type=\"container\" data-e-type=\"container\" data-settings=\"{&quot;background_background&quot;:&quot;classic&quot;}\">\n\t\t\t\t<div class=\"elementor-element elementor-element-175f6208 elementor-widget elementor-widget-heading\" data-id=\"175f6208\" data-element_type=\"widget\" data-e-type=\"widget\" data-widget_type=\"heading.default\">\n\t\t\t\t<div class=\"elementor-widget-container\">\n\t\t\t\t\t<div class=\"elementor-heading-title elementor-size-default\">Why this question matters more than the others<\/div>\t\t\t\t<\/div>\n\t\t\t\t<\/div>\n\t\t\t\t<div class=\"elementor-element elementor-element-7a9c72d elementor-widget elementor-widget-text-editor\" data-id=\"7a9c72d\" data-element_type=\"widget\" data-e-type=\"widget\" data-widget_type=\"text-editor.default\">\n\t\t\t\t<div class=\"elementor-widget-container\">\n\t\t\t\t\t\t\t\t\t<p>Three manufacturers actively running their own models are the only ones who can answer this honestly. External consultants and analysts usually describe EaaS use cases in the conditional. Holder, Ebel and B\u00f6sch describe them in the indicative &#8211; because they decide daily whether to accept or reject a contract. The <a href=\"https:\/\/findustrial.io\/en\/eaas-glossary\/#pricing-spectrum\" target=\"_blank\" rel=\"noopener\">pricing spectrum logic<\/a> helps here: not every product supports every pricing model, and not every customer is EaaS-ready.<\/p>\t\t\t\t\t\t\t\t<\/div>\n\t\t\t\t<\/div>\n\t\t\t\t<\/div>\n\t\t\t\t<div class=\"elementor-element elementor-element-19a7156 elementor-widget-divider--view-line elementor-widget elementor-widget-divider\" data-id=\"19a7156\" data-element_type=\"widget\" data-e-type=\"widget\" data-widget_type=\"divider.default\">\n\t\t\t\t<div class=\"elementor-widget-container\">\n\t\t\t\t\t\t\t<div class=\"elementor-divider\">\n\t\t\t<span class=\"elementor-divider-separator\">\n\t\t\t\t\t\t<\/span>\n\t\t<\/div>\n\t\t\t\t\t\t<\/div>\n\t\t\t\t<\/div>\n\t\t\t\t<\/div>\n\t\t<div class=\"elementor-element elementor-element-68b54ea4 e-con-full e-flex e-con e-child\" data-id=\"68b54ea4\" data-element_type=\"container\" data-e-type=\"container\">\n\t\t\t\t<div class=\"elementor-element elementor-element-1a2e57b6 elementor-widget elementor-widget-heading\" data-id=\"1a2e57b6\" data-element_type=\"widget\" data-e-type=\"widget\" data-widget_type=\"heading.default\">\n\t\t\t\t<div class=\"elementor-widget-container\">\n\t\t\t\t\t<div class=\"elementor-heading-title elementor-size-default\">Takeaways\n<\/div>\t\t\t\t<\/div>\n\t\t\t\t<\/div>\n\t\t\t\t<div class=\"elementor-element elementor-element-66b2718e elementor-widget elementor-widget-heading\" data-id=\"66b2718e\" data-element_type=\"widget\" data-e-type=\"widget\" data-widget_type=\"heading.default\">\n\t\t\t\t<div class=\"elementor-widget-container\">\n\t\t\t\t\t<h2 class=\"elementor-heading-title elementor-size-default\">Key takeaways for your company<\/h2>\t\t\t\t<\/div>\n\t\t\t\t<\/div>\n\t\t\t\t<div class=\"elementor-element elementor-element-55ed42ee elementor-widget elementor-widget-text-editor\" data-id=\"55ed42ee\" data-element_type=\"widget\" data-e-type=\"widget\" data-widget_type=\"text-editor.default\">\n\t\t\t\t<div class=\"elementor-widget-container\">\n\t\t\t\t\t\t\t\t\t<p>Perhaps the most surprising piece of advice in the roundtable came from Martin Ebel: <strong>&#8220;It&#8217;s usually best to start where you don&#8217;t directly disrupt yourself.&#8221;<\/strong> Becker did exactly that. Instead of testing EaaS on their core pump business, they started with central systems &#8211; a new market for them. That&#8217;s not coincidence, it&#8217;s deliberate strategy. Anyone positioning EaaS head-on against the existing business fights internally on three fronts at once &#8211; sales, CFO, and the board. Anyone finding an adjacent market where no one loses when EaaS wins has clear runway.<\/p>\t\t\t\t\t\t\t\t<\/div>\n\t\t\t\t<\/div>\n\t\t\t\t<div class=\"elementor-element elementor-element-2759515 elementor-widget elementor-widget-testimonial\" data-id=\"2759515\" data-element_type=\"widget\" data-e-type=\"widget\" data-widget_type=\"testimonial.default\">\n\t\t\t\t<div class=\"elementor-widget-container\">\n\t\t\t\t\t\t\t<div class=\"elementor-testimonial-wrapper\">\n\t\t\t\t\t\t\t<div class=\"elementor-testimonial-content\">\"If you want to start, our recommendation is always: begin with a proof of concept. The most important advice up front - don't go too big or too complicated, start small. Prove it, then standardize, then scale. For the proof of concept there are three things: a sharply defined product-and-service bundle, pricing calculated cleanly, and contracts designed from the start to be refinanceable later. Bring the CFO in early - that's a must. Ideally the offer fits on one page. Otherwise neither the customer nor your own sales team will understand it.\"<\/div>\n\t\t\t\n\t\t\t\t\t\t<div class=\"elementor-testimonial-meta elementor-has-image elementor-testimonial-image-position-aside\">\n\t\t\t\t<div class=\"elementor-testimonial-meta-inner\">\n\t\t\t\t\t\t\t\t\t\t\t<div class=\"elementor-testimonial-image\">\n\t\t\t\t\t\t\t<img loading=\"lazy\" decoding=\"async\" width=\"501\" height=\"501\" src=\"https:\/\/findustrial.io\/wp-content\/uploads\/2026\/07\/Findustrial-voice_Gunter-Hehenfelder.webp\" class=\"attachment-full size-full wp-image-22893\" alt=\"G\u00fcnter Hehenfelder, Co-Founder and CEO of Findustrial\" srcset=\"https:\/\/findustrial.io\/wp-content\/uploads\/2026\/07\/Findustrial-voice_Gunter-Hehenfelder.webp 501w, https:\/\/findustrial.io\/wp-content\/uploads\/2026\/07\/Findustrial-voice_Gunter-Hehenfelder-300x300.webp 300w, https:\/\/findustrial.io\/wp-content\/uploads\/2026\/07\/Findustrial-voice_Gunter-Hehenfelder-150x150.webp 150w\" sizes=\"(max-width: 501px) 100vw, 501px\" \/>\t\t\t\t\t\t<\/div>\n\t\t\t\t\t\n\t\t\t\t\t\t\t\t\t\t<div class=\"elementor-testimonial-details\">\n\t\t\t\t\t\t\t\t\t\t\t\t\t\t\t\t\t\t\t\t<div class=\"elementor-testimonial-job\">- G\u00fcnter Hehenfelder, Findustrial<\/div>\n\t\t\t\t\t\t\t\t\t\t\t\t\t<\/div>\n\t\t\t\t\t\t\t\t\t<\/div>\n\t\t\t<\/div>\n\t\t\t\t\t<\/div>\n\t\t\t\t\t\t<\/div>\n\t\t\t\t<\/div>\n\t\t\t\t<div class=\"elementor-element elementor-element-8cfeb58 elementor-widget elementor-widget-text-editor\" data-id=\"8cfeb58\" data-element_type=\"widget\" data-e-type=\"widget\" data-widget_type=\"text-editor.default\">\n\t\t\t\t<div class=\"elementor-widget-container\">\n\t\t\t\t\t\t\t\t\t<p>From this principle follow three concrete steps that G\u00fcnter Hehenfelder outlined at the end of the roundtable.<\/p>\t\t\t\t\t\t\t\t<\/div>\n\t\t\t\t<\/div>\n\t\t\t\t<div class=\"elementor-element elementor-element-628d5e95 elementor-position-inline-start elementor-view-default elementor-mobile-position-block-start elementor-widget elementor-widget-icon-box\" data-id=\"628d5e95\" data-element_type=\"widget\" data-e-type=\"widget\" data-widget_type=\"icon-box.default\">\n\t\t\t\t<div class=\"elementor-widget-container\">\n\t\t\t\t\t\t\t<div class=\"elementor-icon-box-wrapper\">\n\n\t\t\t\t\t\t<div class=\"elementor-icon-box-icon\">\n\t\t\t\t<span  class=\"elementor-icon\">\n\t\t\t\t<svg xmlns=\"http:\/\/www.w3.org\/2000\/svg\" id=\"svg1041\" viewBox=\"0 0 682.67 682.67\"><path d=\"M341.33,65.14c-152.54,0-276.19,123.66-276.19,276.19s123.66,276.19,276.19,276.19,276.19-123.66,276.19-276.19S493.87,65.14,341.33,65.14ZM386.25,483.07h-65.45v-228.23h-40.38v-55.25h105.83v283.48Z\"><\/path><\/svg>\t\t\t\t<\/span>\n\t\t\t<\/div>\n\t\t\t\n\t\t\t\t\t\t<div class=\"elementor-icon-box-content\">\n\n\t\t\t\t\t\t\t\t\t<h3 class=\"elementor-icon-box-title\">\n\t\t\t\t\t\t<span  >\n\t\t\t\t\t\t\tStart small, not big\t\t\t\t\t\t<\/span>\n\t\t\t\t\t<\/h3>\n\t\t\t\t\n\t\t\t\t\t\t\t\t\t<p class=\"elementor-icon-box-description\">\n\t\t\t\t\t\tBetter to have a first prototype out in the field quickly than to spend two years writing a doctoral thesis that disappears in the drawer. Prove it, then standardize, then scale. After one hundred days, the first friendly customer should be on a contract - that's G\u00fcnter's concrete benchmark from more than seventy EaaS projects.\t\t\t\t\t<\/p>\n\t\t\t\t\n\t\t\t<\/div>\n\t\t\t\n\t\t<\/div>\n\t\t\t\t\t\t<\/div>\n\t\t\t\t<\/div>\n\t\t\t\t<div class=\"elementor-element elementor-element-67804940 elementor-position-inline-start elementor-view-default elementor-mobile-position-block-start elementor-widget elementor-widget-icon-box\" data-id=\"67804940\" data-element_type=\"widget\" data-e-type=\"widget\" data-widget_type=\"icon-box.default\">\n\t\t\t\t<div class=\"elementor-widget-container\">\n\t\t\t\t\t\t\t<div class=\"elementor-icon-box-wrapper\">\n\n\t\t\t\t\t\t<div class=\"elementor-icon-box-icon\">\n\t\t\t\t<span  class=\"elementor-icon\">\n\t\t\t\t<svg xmlns=\"http:\/\/www.w3.org\/2000\/svg\" id=\"svg1041\" viewBox=\"0 0 682.67 682.67\"><path d=\"M341.33,65.14c-152.54,0-276.19,123.66-276.19,276.19s123.66,276.19,276.19,276.19,276.19-123.66,276.19-276.19S493.87,65.14,341.33,65.14ZM439.71,486.26h-216.75l85-92.65c14.88-16.58,37.4-44.2,46.32-57.8,6.38-10.2,17-28.48,17-48.03,0-10.62-4.25-21.67-11.05-28.05-5.53-5.1-14.88-8.08-25.93-8.08-12.33,0-20.4,4.25-25.93,10.2-7.65,8.5-11.9,23.8-11.9,34.85h-65.45c2.12-24.65,11.9-52.7,29.33-70.98,13.6-14.45,37.83-29.33,78.2-29.33s63.33,17,73.53,26.78c15.3,15.3,26.35,38.68,26.35,68,0,25.08-7.65,43.35-21.25,62.48-12.32,17-27.2,31.45-45.47,48.88l-29.75,28.48h97.75v55.25Z\"><\/path><\/svg>\t\t\t\t<\/span>\n\t\t\t<\/div>\n\t\t\t\n\t\t\t\t\t\t<div class=\"elementor-icon-box-content\">\n\n\t\t\t\t\t\t\t\t\t<h3 class=\"elementor-icon-box-title\">\n\t\t\t\t\t\t<span  >\n\t\t\t\t\t\t\tDefine a sharply outlined bundle\t\t\t\t\t\t<\/span>\n\t\t\t\t\t<\/h3>\n\t\t\t\t\n\t\t\t\t\t\t\t\t\t<p class=\"elementor-icon-box-description\">\n\t\t\t\t\t\tOne equipment type, the matching services, one customer segment, one region. Not the entire portfolio. And ask early: why should the customer want this in an EaaS model in the first place? The offer has to fit on one page - otherwise neither the customer nor your own sales team will understand it. On pricing, G\u00fcnter warns explicitly: \"Don't price with belt and suspenders - or you price yourself out of the market.\" Better to calculate it cleanly than to double-hedge. Anyone building every risk premium into the price sells nothing.\t\t\t\t\t<\/p>\n\t\t\t\t\n\t\t\t<\/div>\n\t\t\t\n\t\t<\/div>\n\t\t\t\t\t\t<\/div>\n\t\t\t\t<\/div>\n\t\t\t\t<div class=\"elementor-element elementor-element-77426737 elementor-position-inline-start elementor-view-default elementor-mobile-position-block-start elementor-widget elementor-widget-icon-box\" data-id=\"77426737\" data-element_type=\"widget\" data-e-type=\"widget\" data-widget_type=\"icon-box.default\">\n\t\t\t\t<div class=\"elementor-widget-container\">\n\t\t\t\t\t\t\t<div class=\"elementor-icon-box-wrapper\">\n\n\t\t\t\t\t\t<div class=\"elementor-icon-box-icon\">\n\t\t\t\t<span  class=\"elementor-icon\">\n\t\t\t\t<svg xmlns=\"http:\/\/www.w3.org\/2000\/svg\" id=\"svg1041\" viewBox=\"0 0 682.67 682.67\"><polygon points=\"346.16 377.67 346.16 267.6 276.46 377.67 346.16 377.67\"><\/polygon><path d=\"M341.33,65.14c-152.54,0-276.19,123.66-276.19,276.19s123.66,276.19,276.19,276.19,276.19-123.66,276.19-276.19S493.87,65.14,341.33,65.14ZM443.06,429.52h-34v53.55h-62.9v-53.55h-138.55v-37.4l124.95-192.53h76.5v178.08h34v51.85Z\"><\/path><\/svg>\t\t\t\t<\/span>\n\t\t\t<\/div>\n\t\t\t\n\t\t\t\t\t\t<div class=\"elementor-icon-box-content\">\n\n\t\t\t\t\t\t\t\t\t<h3 class=\"elementor-icon-box-title\">\n\t\t\t\t\t\t<span  >\n\t\t\t\t\t\t\tDesign for refinancing from day one\t\t\t\t\t\t<\/span>\n\t\t\t\t\t<\/h3>\n\t\t\t\t\n\t\t\t\t\t\t\t\t\t<p class=\"elementor-icon-box-description\">\n\t\t\t\t\t\tThe contract framework has to be refinanceable from the start. Bringing the CFO in early is mandatory, not nice-to-have. If refinancing only gets addressed after the pilot, the rude awakening comes at scale. Sales and service are the visible topics. Refinancing is the silent topic that lets EaaS models fail when it comes too late.\t\t\t\t\t<\/p>\n\t\t\t\t\n\t\t\t<\/div>\n\t\t\t\n\t\t<\/div>\n\t\t\t\t\t\t<\/div>\n\t\t\t\t<\/div>\n\t\t\t\t<\/div>\n\t\t\t\t<\/div>\n\t\t<div class=\"elementor-element elementor-element-74cd7a23 e-con-full e-flex e-con e-child\" data-id=\"74cd7a23\" data-element_type=\"container\" data-e-type=\"container\" data-settings=\"{&quot;background_background&quot;:&quot;classic&quot;}\">\n\t\t\t\t<div class=\"elementor-element elementor-element-34470e5d elementor-widget elementor-widget-heading\" data-id=\"34470e5d\" data-element_type=\"widget\" data-e-type=\"widget\" data-widget_type=\"heading.default\">\n\t\t\t\t<div class=\"elementor-widget-container\">\n\t\t\t\t\t<div class=\"elementor-heading-title elementor-size-default\">Next steps<\/div>\t\t\t\t<\/div>\n\t\t\t\t<\/div>\n\t\t\t\t<div class=\"elementor-element elementor-element-4fb02749 elementor-widget elementor-widget-heading\" data-id=\"4fb02749\" data-element_type=\"widget\" data-e-type=\"widget\" data-widget_type=\"heading.default\">\n\t\t\t\t<div class=\"elementor-widget-container\">\n\t\t\t\t\t<h3 class=\"elementor-heading-title elementor-size-default\">Where are you on your EaaS journey?<\/h3>\t\t\t\t<\/div>\n\t\t\t\t<\/div>\n\t\t\t\t<div class=\"elementor-element elementor-element-2d750a91 elementor-widget elementor-widget-text-editor\" data-id=\"2d750a91\" data-element_type=\"widget\" data-e-type=\"widget\" data-widget_type=\"text-editor.default\">\n\t\t\t\t<div class=\"elementor-widget-container\">\n\t\t\t\t\t\t\t\t\t<p>We help medium-sized manufacturers go from concept to first live contract in 100 days. Book a discovery call, review your current state, plan next steps.<\/p>\t\t\t\t\t\t\t\t<\/div>\n\t\t\t\t<\/div>\n\t\t\t\t<div class=\"elementor-element elementor-element-108e6089 elementor-align-center elementor-widget elementor-widget-button\" data-id=\"108e6089\" data-element_type=\"widget\" data-e-type=\"widget\" data-widget_type=\"button.default\">\n\t\t\t\t<div class=\"elementor-widget-container\">\n\t\t\t\t\t\t\t\t\t<div class=\"elementor-button-wrapper\">\n\t\t\t\t\t<a class=\"elementor-button elementor-button-link elementor-size-sm\" href=\"https:\/\/findustrial.io\/en\/eaas-discovery-call\/\">\n\t\t\t\t\t\t<span class=\"elementor-button-content-wrapper\">\n\t\t\t\t\t\t\t\t\t<span class=\"elementor-button-text\">Book a discovery call<\/span>\n\t\t\t\t\t<\/span>\n\t\t\t\t\t<\/a>\n\t\t\t\t<\/div>\n\t\t\t\t\t\t\t\t<\/div>\n\t\t\t\t<\/div>\n\t\t\t\t<\/div>\n\t\t<div class=\"elementor-element elementor-element-16fbb0e e-con-full e-flex e-con e-child\" data-id=\"16fbb0e\" data-element_type=\"container\" data-e-type=\"container\">\n\t\t<div class=\"elementor-element elementor-element-7dfdb8c7 e-con-full e-flex e-con e-child\" data-id=\"7dfdb8c7\" data-element_type=\"container\" data-e-type=\"container\" data-settings=\"{&quot;background_background&quot;:&quot;classic&quot;}\">\n\t\t<div class=\"elementor-element elementor-element-50187507 e-con-full e-flex e-con e-child\" data-id=\"50187507\" data-element_type=\"container\" data-e-type=\"container\">\n\t\t\t\t<div class=\"elementor-element elementor-element-7b8a4466 elementor-widget elementor-widget-heading\" data-id=\"7b8a4466\" data-element_type=\"widget\" data-e-type=\"widget\" data-widget_type=\"heading.default\">\n\t\t\t\t<div class=\"elementor-widget-container\">\n\t\t\t\t\t<h4 class=\"elementor-heading-title elementor-size-default\">Stay in the loop.<\/h4>\t\t\t\t<\/div>\n\t\t\t\t<\/div>\n\t\t\t\t<div class=\"elementor-element elementor-element-1637299d elementor-widget elementor-widget-text-editor\" data-id=\"1637299d\" data-element_type=\"widget\" data-e-type=\"widget\" data-widget_type=\"text-editor.default\">\n\t\t\t\t<div class=\"elementor-widget-container\">\n\t\t\t\t\t\t\t\t\t<p>Monthly newsletter with the most important EaaS developments, Pioneer insights, and practical templates.<\/p>\t\t\t\t\t\t\t\t<\/div>\n\t\t\t\t<\/div>\n\t\t\t\t<\/div>\n\t\t\t\t<div class=\"elementor-element elementor-element-30e2554b elementor-widget elementor-widget-html\" data-id=\"30e2554b\" data-element_type=\"widget\" data-e-type=\"widget\" data-widget_type=\"html.default\">\n\t\t\t\t<div class=\"elementor-widget-container\">\n\t\t\t\t\t<style>\n\/* Make the widget claim full width whether it shows the HubSpot form or the Borlabs consent placeholder *\/\n.elementor-widget-html:has(.fin-nl-wrap){flex:1 1 0!important;min-width:0!important;width:100%!important;}\n.fin-nl-wrap{width:100%!important;display:block!important;}\n\n\/* HubSpot form layout *\/\n.fin-nl-wrap .hs-form{display:flex;gap:12px;align-items:stretch;flex-wrap:wrap;}\n.fin-nl-wrap .hs-form fieldset{margin:0!important;padding:0!important;max-width:none!important;flex:1 1 240px;}\n.fin-nl-wrap .hs-form .hs-form-field{margin:0!important;}\n.fin-nl-wrap .hs-form .hs-input{font-family:'futura-pt',sans-serif!important;font-size:14px!important;line-height:1.4!important;padding:12px 16px!important;border:1px solid #E5E7EB!important;border-radius:4px!important;width:100%!important;box-sizing:border-box!important;height:auto!important;color:#323232!important;background:#fff!important;}\n.fin-nl-wrap .hs-form .hs-input:focus{border-color:#003992!important;outline:none!important;}\n.fin-nl-wrap .hs-form .hs-submit{margin:0!important;display:flex;align-items:stretch;}\n.fin-nl-wrap .hs-form .hs-button{font-family:'futura-pt',sans-serif!important;font-size:14px!important;font-weight:500!important;padding:12px 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--e-global-typography-a40dd39-word-spacing );}.elementor-22001 .elementor-element.elementor-element-d222d81 .elementor-heading-title{font-size:var( --e-global-typography-a5faa1c-font-size );line-height:var( --e-global-typography-a5faa1c-line-height );letter-spacing:var( --e-global-typography-a5faa1c-letter-spacing );word-spacing:var( --e-global-typography-a5faa1c-word-spacing );}.elementor-22001 .elementor-element.elementor-element-fd5bfb4 .elementor-widget-container{font-size:var( --e-global-typography-bd85158-font-size );line-height:var( --e-global-typography-bd85158-line-height );letter-spacing:var( --e-global-typography-bd85158-letter-spacing );word-spacing:var( --e-global-typography-bd85158-word-spacing );}}\/* Start custom CSS for container, class: .elementor-element-71a7ab5 *\/.elementor-22001 .elementor-element.elementor-element-71a7ab5 a.e-con-full {\r\n  height: 100%;\r\n  display: flex;\r\n  flex-direction: column;\r\n}\/* End custom CSS *\/<\/style>\t\t<div data-elementor-type=\"loop-item\" data-elementor-id=\"22001\" class=\"elementor elementor-22001 swiper-slide e-loop-item e-loop-item-22857 post-22857 post type-post status-publish format-standard has-post-thumbnail hentry category-blog-post category-unkategorisiert\" data-elementor-post-type=\"elementor_library\" role=\"group\" aria-roledescription=\"slide\" data-custom-edit-handle=\"1\">\n\t\t\t<div class=\"elementor-element elementor-element-71a7ab5 e-con-full e-flex e-con e-parent\" data-id=\"71a7ab5\" data-element_type=\"container\" data-e-type=\"container\">\n\t\t<a class=\"elementor-element elementor-element-4dce688 e-con-full e-flex e-con e-child\" data-id=\"4dce688\" data-element_type=\"container\" data-e-type=\"container\" href=\"https:\/\/findustrial.io\/en\/equipment-as-a-service-2026-real-cases\/\">\n\t\t\t\t<div class=\"elementor-element elementor-element-e3bb491 elementor-widget elementor-widget-text-editor\" data-id=\"e3bb491\" data-element_type=\"widget\" data-e-type=\"widget\" data-widget_type=\"text-editor.default\">\n\t\t\t\t<div class=\"elementor-widget-container\">\n\t\t\t\t\t\t\t\t\t<p>deep dive<\/p>\t\t\t\t\t\t\t\t<\/div>\n\t\t\t\t<\/div>\n\t\t\t\t<div class=\"elementor-element elementor-element-d222d81 elementor-widget elementor-widget-heading\" data-id=\"d222d81\" data-element_type=\"widget\" data-e-type=\"widget\" data-widget_type=\"heading.default\">\n\t\t\t\t<div class=\"elementor-widget-container\">\n\t\t\t\t\t<h4 class=\"elementor-heading-title elementor-size-default\">Equipment-as-a-Service 2026 in Practice: 3 Manufacturers, 3 Models<\/h4>\t\t\t\t<\/div>\n\t\t\t\t<\/div>\n\t\t\t\t<div class=\"elementor-element elementor-element-fd5bfb4 elementor-widget elementor-widget-theme-post-excerpt\" data-id=\"fd5bfb4\" data-element_type=\"widget\" data-e-type=\"widget\" data-widget_type=\"theme-post-excerpt.default\">\n\t\t\t\t<div class=\"elementor-widget-container\">\n\t\t\t\t\tThree manufacturers, three industries, three As-a-Service models. What Lindner Recyclingtech, Gebr. Becker and d&amp;b audiotechnik learned building their offerings \u2013 and what you can take away for your own company.\t\t\t\t<\/div>\n\t\t\t\t<\/div>\n\t\t\t\t<\/a>\n\t\t\t\t<\/div>\n\t\t\t\t<\/div>\n\t\t\t\t<div data-elementor-type=\"loop-item\" data-elementor-id=\"22001\" class=\"elementor elementor-22001 swiper-slide e-loop-item e-loop-item-21198 post-21198 post type-post status-publish format-standard has-post-thumbnail hentry category-blog-post tag-capex-vs-opex tag-eaas tag-equipment-as-a-service\" data-elementor-post-type=\"elementor_library\" role=\"group\" aria-roledescription=\"slide\" data-custom-edit-handle=\"1\">\n\t\t\t<div class=\"elementor-element elementor-element-71a7ab5 e-con-full e-flex e-con e-parent\" data-id=\"71a7ab5\" data-element_type=\"container\" data-e-type=\"container\">\n\t\t<a class=\"elementor-element elementor-element-4dce688 e-con-full e-flex e-con e-child\" data-id=\"4dce688\" data-element_type=\"container\" data-e-type=\"container\" href=\"https:\/\/findustrial.io\/en\/equipment-as-a-service-vs-rental-vs-purchase\/\">\n\t\t\t\t<div class=\"elementor-element elementor-element-e3bb491 elementor-widget elementor-widget-text-editor\" data-id=\"e3bb491\" data-element_type=\"widget\" data-e-type=\"widget\" data-widget_type=\"text-editor.default\">\n\t\t\t\t<div class=\"elementor-widget-container\">\n\t\t\t\t\t\t\t\t\t<p>deep dive<\/p>\t\t\t\t\t\t\t\t<\/div>\n\t\t\t\t<\/div>\n\t\t\t\t<div class=\"elementor-element elementor-element-d222d81 elementor-widget elementor-widget-heading\" data-id=\"d222d81\" data-element_type=\"widget\" data-e-type=\"widget\" data-widget_type=\"heading.default\">\n\t\t\t\t<div class=\"elementor-widget-container\">\n\t\t\t\t\t<h4 class=\"elementor-heading-title elementor-size-default\">Equipment-as-a-Service Is NOT &#8220;Rental 2.0&#8221; &#8211; And Confusing the Two Is Costing You<\/h4>\t\t\t\t<\/div>\n\t\t\t\t<\/div>\n\t\t\t\t<div class=\"elementor-element elementor-element-fd5bfb4 elementor-widget elementor-widget-theme-post-excerpt\" data-id=\"fd5bfb4\" data-element_type=\"widget\" data-e-type=\"widget\" data-widget_type=\"theme-post-excerpt.default\">\n\t\t\t\t<div class=\"elementor-widget-container\">\n\t\t\t\t\tEaaS is not Rental 2.0 - and confusing the two is costing manufacturers real revenue. See how Komptech positions Equipment-as-a-Service as a standalone model that closes the gap between purchase and rental.\t\t\t\t<\/div>\n\t\t\t\t<\/div>\n\t\t\t\t<\/a>\n\t\t\t\t<\/div>\n\t\t\t\t<\/div>\n\t\t\t\t<div data-elementor-type=\"loop-item\" data-elementor-id=\"22001\" class=\"elementor elementor-22001 swiper-slide e-loop-item e-loop-item-18310 post-18310 post type-post status-publish format-standard has-post-thumbnail hentry category-blog-post tag-eaas tag-eaas-value-proposition tag-equipment-as-a-service tag-risk-transfer tag-usage-based-pricing\" data-elementor-post-type=\"elementor_library\" role=\"group\" aria-roledescription=\"slide\" data-custom-edit-handle=\"1\">\n\t\t\t<div class=\"elementor-element elementor-element-71a7ab5 e-con-full e-flex e-con e-parent\" data-id=\"71a7ab5\" data-element_type=\"container\" data-e-type=\"container\">\n\t\t<a class=\"elementor-element elementor-element-4dce688 e-con-full e-flex e-con e-child\" data-id=\"4dce688\" data-element_type=\"container\" data-e-type=\"container\" href=\"https:\/\/findustrial.io\/en\/stop-selling-no-capex-eaas-value-proposition\/\">\n\t\t\t\t<div class=\"elementor-element elementor-element-e3bb491 elementor-widget elementor-widget-text-editor\" data-id=\"e3bb491\" data-element_type=\"widget\" data-e-type=\"widget\" data-widget_type=\"text-editor.default\">\n\t\t\t\t<div class=\"elementor-widget-container\">\n\t\t\t\t\t\t\t\t\t<p>deep dive<\/p>\t\t\t\t\t\t\t\t<\/div>\n\t\t\t\t<\/div>\n\t\t\t\t<div class=\"elementor-element elementor-element-d222d81 elementor-widget elementor-widget-heading\" data-id=\"d222d81\" data-element_type=\"widget\" data-e-type=\"widget\" data-widget_type=\"heading.default\">\n\t\t\t\t<div class=\"elementor-widget-container\">\n\t\t\t\t\t<h4 class=\"elementor-heading-title elementor-size-default\">Stop Selling \u201cNo CAPEX\u201d: EaaS Value Propositions Customers Really Want<\/h4>\t\t\t\t<\/div>\n\t\t\t\t<\/div>\n\t\t\t\t<div class=\"elementor-element elementor-element-fd5bfb4 elementor-widget elementor-widget-theme-post-excerpt\" data-id=\"fd5bfb4\" data-element_type=\"widget\" data-e-type=\"widget\" data-widget_type=\"theme-post-excerpt.default\">\n\t\t\t\t<div class=\"elementor-widget-container\">\n\t\t\t\t\tWhy \u201cno CAPEX\u201d alone is not a value proposition - and what customers actually expect from successful EaaS models.\t\t\t\t<\/div>\n\t\t\t\t<\/div>\n\t\t\t\t<\/a>\n\t\t\t\t<\/div>\n\t\t\t\t<\/div>\n\t\t\t\t<div data-elementor-type=\"loop-item\" data-elementor-id=\"22001\" class=\"elementor elementor-22001 swiper-slide e-loop-item e-loop-item-18237 post-18237 post type-post status-publish format-standard has-post-thumbnail hentry category-blog-post tag-eaas tag-eaas-business-model tag-equipment-as-a-service tag-industrial-business-models tag-leasing-vs-eaas tag-servitization\" data-elementor-post-type=\"elementor_library\" role=\"group\" aria-roledescription=\"slide\" data-custom-edit-handle=\"1\">\n\t\t\t<div class=\"elementor-element elementor-element-71a7ab5 e-con-full e-flex e-con e-parent\" data-id=\"71a7ab5\" data-element_type=\"container\" data-e-type=\"container\">\n\t\t<a class=\"elementor-element elementor-element-4dce688 e-con-full e-flex e-con e-child\" data-id=\"4dce688\" data-element_type=\"container\" data-e-type=\"container\" href=\"https:\/\/findustrial.io\/en\/equipment-as-a-service-explained\/\">\n\t\t\t\t<div class=\"elementor-element elementor-element-e3bb491 elementor-widget elementor-widget-text-editor\" data-id=\"e3bb491\" data-element_type=\"widget\" data-e-type=\"widget\" data-widget_type=\"text-editor.default\">\n\t\t\t\t<div class=\"elementor-widget-container\">\n\t\t\t\t\t\t\t\t\t<p>deep dive<\/p>\t\t\t\t\t\t\t\t<\/div>\n\t\t\t\t<\/div>\n\t\t\t\t<div class=\"elementor-element elementor-element-d222d81 elementor-widget elementor-widget-heading\" data-id=\"d222d81\" data-element_type=\"widget\" data-e-type=\"widget\" data-widget_type=\"heading.default\">\n\t\t\t\t<div class=\"elementor-widget-container\">\n\t\t\t\t\t<h4 class=\"elementor-heading-title elementor-size-default\">Equipment-as-a-Service (EaaS): Definition and Clarification<\/h4>\t\t\t\t<\/div>\n\t\t\t\t<\/div>\n\t\t\t\t<div class=\"elementor-element elementor-element-fd5bfb4 elementor-widget elementor-widget-theme-post-excerpt\" data-id=\"fd5bfb4\" data-element_type=\"widget\" data-e-type=\"widget\" data-widget_type=\"theme-post-excerpt.default\">\n\t\t\t\t<div class=\"elementor-widget-container\">\n\t\t\t\t\tWhat is Equipment-as-a-Service really about? This article explains how EaaS differs from leasing and pay-per-use models, why it is gaining relevance in industrial markets, and when it actually makes sense to adopt it.\t\t\t\t<\/div>\n\t\t\t\t<\/div>\n\t\t\t\t<\/a>\n\t\t\t\t<\/div>\n\t\t\t\t<\/div>\n\t\t\t\t<\/div>\n\t\t<\/div>\n\t\t\t\t\t<div class=\"elementor-swiper-button elementor-swiper-button-prev\" role=\"button\" tabindex=\"0\" aria-label=\"Previous\">\n\t\t\t\t<i aria-hidden=\"true\" class=\"eicon-chevron-left\"><\/i>\t\t\t<\/div>\n\t\t\t<div class=\"elementor-swiper-button elementor-swiper-button-next\" role=\"button\" tabindex=\"0\" aria-label=\"Next\">\n\t\t\t\t<i aria-hidden=\"true\" class=\"eicon-chevron-right\"><\/i>\t\t\t<\/div>\n\t\t\t\t\t\t<\/div>\n\t\t\t\t<\/div>\n\t\t\t\t<div class=\"elementor-element elementor-element-1fc1de67 elementor-widget-divider--view-line elementor-widget elementor-widget-divider\" data-id=\"1fc1de67\" data-element_type=\"widget\" data-e-type=\"widget\" data-widget_type=\"divider.default\">\n\t\t\t\t<div class=\"elementor-widget-container\">\n\t\t\t\t\t\t\t<div class=\"elementor-divider\">\n\t\t\t<span class=\"elementor-divider-separator\">\n\t\t\t\t\t\t<\/span>\n\t\t<\/div>\n\t\t\t\t\t\t<\/div>\n\t\t\t\t<\/div>\n\t\t\t\t<div class=\"elementor-element elementor-element-4fd51e69 elementor-widget elementor-widget-text-editor\" data-id=\"4fd51e69\" data-element_type=\"widget\" data-e-type=\"widget\" data-widget_type=\"text-editor.default\">\n\t\t\t\t<div class=\"elementor-widget-container\">\n\t\t\t\t\t\t\t\t\t<p>Sources: Wortmann, Gebauer, Lamprecht &amp; Fleisch (2024). Understanding Products as Services. Emerald Publishing. 66 PaaS Patterns aus \u00fcber 200 Herstellern. | Bosch IoT Lab &#8211; The St. Gallen EaaS Navigator. | EaaS Roundtable Findustrial, 30. Juni 2026. Online-Format. Speaker: Matthias Holder (Lindner Recyclingtech), Dr. Martin Ebel (Gebr. Becker), Alina B\u00f6sch (d&amp;b audiotechnik). Findustrial Pioneers: Lindner, Becker. d&amp;b audiotechnik: externer Erfahrungsbericht, kein Findustrial-Kunde. | Findustrial Erfahrung aus 75+ EaaS-Projekten.<\/p>\t\t\t\t\t\t\t\t<\/div>\n\t\t\t\t<\/div>\n\t\t\t\t<\/div>\n\t\t\t\t\t<\/div>\n\t\t\t\t<\/div>\n\t\t\t\t<\/div>\n\t\t","protected":false},"excerpt":{"rendered":"<p>Three manufacturers, three industries, three As-a-Service models. What Lindner Recyclingtech, Gebr. Becker and d&#038;b audiotechnik learned building their offerings \u2013 and what you can take away for your own company.<\/p>\n","protected":false},"author":2,"featured_media":22924,"comment_status":"closed","ping_status":"open","sticky":false,"template":"","format":"standard","meta":{"_acf_changed":false,"footnotes":""},"categories":[136,1],"tags":[],"class_list":["post-22857","post","type-post","status-publish","format-standard","has-post-thumbnail","hentry","category-blog-post","category-unkategorisiert"],"acf":[],"_links":{"self":[{"href":"https:\/\/findustrial.io\/en\/wp-json\/wp\/v2\/posts\/22857","targetHints":{"allow":["GET"]}}],"collection":[{"href":"https:\/\/findustrial.io\/en\/wp-json\/wp\/v2\/posts"}],"about":[{"href":"https:\/\/findustrial.io\/en\/wp-json\/wp\/v2\/types\/post"}],"author":[{"embeddable":true,"href":"https:\/\/findustrial.io\/en\/wp-json\/wp\/v2\/users\/2"}],"replies":[{"embeddable":true,"href":"https:\/\/findustrial.io\/en\/wp-json\/wp\/v2\/comments?post=22857"}],"version-history":[{"count":46,"href":"https:\/\/findustrial.io\/en\/wp-json\/wp\/v2\/posts\/22857\/revisions"}],"predecessor-version":[{"id":22935,"href":"https:\/\/findustrial.io\/en\/wp-json\/wp\/v2\/posts\/22857\/revisions\/22935"}],"wp:featuredmedia":[{"embeddable":true,"href":"https:\/\/findustrial.io\/en\/wp-json\/wp\/v2\/media\/22924"}],"wp:attachment":[{"href":"https:\/\/findustrial.io\/en\/wp-json\/wp\/v2\/media?parent=22857"}],"wp:term":[{"taxonomy":"category","embeddable":true,"href":"https:\/\/findustrial.io\/en\/wp-json\/wp\/v2\/categories?post=22857"},{"taxonomy":"post_tag","embeddable":true,"href":"https:\/\/findustrial.io\/en\/wp-json\/wp\/v2\/tags?post=22857"}],"curies":[{"name":"wp","href":"https:\/\/api.w.org\/{rel}","templated":true}]}}