Massive remote monitoring, smart services and equipment-as-a-service can be the key ingredients of a recipe for restarting the equipment manufacturing business in the post-Covid-19 era. Let’s see how.

If you are an OEM and want to offer services in addition to your products, you will certainly need a software that will manage your connected products and allow digital servitization.

For this type of software, you will face with the choice “Make or Buy?”.

You may be tempted to choose “Make”, considering that a proprietary solution allows more control, lower costs or having 100% of the intellectual property of what you develop. However, by choosing “Make”, you will have to face some relevant issue, like:

• Lack of experience and internal knowledge regarding servitization, with the risk to waste a lot of energy, falling into avoidable errors, and solving problems already solved by others.
• High development and set-up costs, resulting from the lack of experience and knowledge mentioned above.
• Release times often inadequate compared to the desired timing, with the risk of getting a result too late.
• Maintenance costs to ensure the quality, reliability, and evolution of the system.
• Scalability of the solution according to the growth of the business (100, 1.000, 10.000 connected products), also on a worldwide scale.

The advantages of “Make” do not always overcome these problems. Furthermore, a “Buy” solution could also guarantee the same advantages: control of the solution, sustainable costs, and the intellectual property of the solution.

Leaving aside initial costs and times that could be sustainable for you, if you want to undertake the servitization journey, the most critical part to consider, once the product is connected, is how to create services that can evolve over time, while remaining competitive, up the delivery of a “Product as a Service”.

Many consider data to be the new oil. Others refute this thesis and animate a debate on the correctness of this metaphor. Try typing “data new oil” in Google and you will see the result.

Oil or not, there is no doubt data contains an enormous intrinsic value that can be exploited. Thus, let’s keep this debate aside and address a fundamental question: how can I generate revenue from IoT data?