PRACTICAL GUIDE

Pricing Digital Services in Industrial Firms

About this practical guide

Since 2014, we have conducted research in collaboration with various Danish companies involved in developing their digital servitization strategy. These companies include industrial equipment providers across a range of industries, including analytical instruments, capital equipment, plant solutions, and system integrators. Although firms in these industries face various issues, one common challenge is how best to align their pricing with the development of business models that, increasingly, rely on digital services.

Our collaboration involved conducting research with individual firms and creating a forum for them to discuss and work through the challenges they encounter in adopting digital servitization. Our research includes data collected from interviews, observations, and workshops.

Pricing Digital Services in Industrial Firms

Thomas Frandsen, Jawwad Raja, Oliver Feldballe, Isabelle Fabienne Neufang

Department of Operations Management