In today’s competitive environment, manufacturers are facing increasing pressure from international competitors offering comparable hardware quality at lower prices. As differentiation through product performance alone becomes more difficult, many manufacturers are expanding their portfolios with digital capabilities and hybrid solutions that combine hardware, software, and services.
Digital hybrid products offer significant potential: stronger customer loyalty, recurring revenue streams, and differentiation through measurable performance improvements. However, successfully commercializing these solutions presents unique challenge, especially for organizations traditionally rooted in hardware-centric business models.
Typical strategic questions arise:
- Should hybrid offerings primarily enhance hardware sales or generate independent profit pools?
- How should hardware, software, and services be commercially structured within one integrated solution?
- Which monetization logic fits best—subscription, pay-per-use, service contracts, or classic CAPEX models?
- How can customer value be translated into scalable pricing metrics?
Join our live webinar to explore the strategic and operational levers required to commercialize digital hybrid products successfully. Drawing on numerous real-world projects in industrial environments, we will outline how manufacturers can move from isolated digital add-ons to economically viable hybrid business models.
In this session, you will learn:
- How to structure hybrid offerings through solution decomposition
- How to define the right revenue architecture (CAPEX vs. OPEX, subscription, usage-based models)
- How to design scalable packaging and bundling logic
- How to select value-based pricing metrics aligned with customer benefit
- How to derive robust price levels based on economic value
- How to enable your sales organization to position and sell hybrid solutions effectively
Michael Fechner, Partner at Prof. Roll & Pastuch, brings over 20 years of experience in pricing and commercialization strategies for industrial, digital, and hybrid business models.
Why Attend?
Gain practical and actionable insights to transform hybrid products into scalable and profitable business models. Learn how to align product architecture, monetization logic, and sales enablement to successfully evolve from a hardware-driven organization to a hybrid value-based business.
