The Products to Services Podcast

Episode in German - English subtitles available   Most companies say they want recurring revenue. Few are ready for the operational consequences. Heidelberger Druckmaschinen launched its subscription model in 2018. Since then, more than 170 contracts have been signed - bundling printing machines, software, consumables and service into a single output-based offer, billed on impressions produced rat...

What does  “as-a-service”  really mean in industrial automation? In this episode of the  Products to Services Podcast , we go beyond the buzzword and unpack how leading manufacturers are shifting from selling products to delivering measurable outcomes. Our guest,  Paolo Cavallanti (Omron Industrial Automation) , shares how a global industrial leader is transforming its business model from hardware...

What does it really take to turn a global retailer into a Product-as-a-Service business? In this episode of the Products to Services Podcast, we sit down with Yann Carré , who led Decathlon’s circular and subscription initiatives across seven continents. From bike subscriptions to second life and repair, Decathlon has become one of the most advanced Product-as-a-Service (PaaS) players in retail bu...

Transforming a 70-year-old HVAC business into a fully outcome-based service provider takes courage, clarity, and strong leadership. In this conversation, Dave Mackerness shares KAER’s journey from selling equipment to guaranteeing comfort, carbon savings, and performance. We discuss organizational change, customer trust, financing models, and the mindset shift leaders must make to embrace “as-a-se...

Hi I’m Florian André, welcome to The Products to Services Podcast. In each episode, I speak with leaders and builders who have lived the shift. We unpack their decisions, trade-offs, mistakes, and what really worked. You’ll hear practical frameworks, real examples, and clear lessons on servitisation, digital change, and business model innovation. If you lead growth, product, service, or transforma...

From €0.15 to €0.12 per kWh energy pricing to operating €100M+ in industrial assets, this episode breaks down the real economics behind Product-as-a-Service. Learn how CFOs and finance partners structure contracts, financing, and operating models that make outcome-based services work at scale. Connect with our host Florian André Connect with our guests: ⁠ Cyprian Bruck Kurt Miller Martin Gruber Mo...

What if your customers only paid for outcomes, not hardware? UgoWork is redefining energy delivery with a model that’s lean, flexible, and fully usage-based.  In this episode, Florian André sits down with Jean-François Marchand to discuss:  Why uptime, not kilowatt hours, is the new value proposition.  How UgoWork structures exit-anytime contracts with no usage minimums. How their digital tools dr...

What if the products your customers return… could be your most profitable growth engine? In this episode of The Products to Services Podcast, Florian André (P2S) speaks with Boris Romero, Head of Commercial Strategy & Transformation at Philips. Together, they explore how Philips reimagined the economics of product returns — turning a traditional liability into a repeatable source of margin and...

What does it really take to scale product subscriptions? In this episode of  The Products to Services Podcast , Florian André (P2S) talks with  Sophia Heinig, Chief of Staff at Circuly , about how their software enables manufacturers and brands to run thousands of subscriptions – not just sell them. Circuly powers  80,000+ active subscriptions across 17 countries , processing more than  €2.5M ever...

What happens when you stop selling cooling equipment and start selling cooling outcomes? In this episode, Florian André (P2S) is joined by Dawie Kriel (Energy Partners) to unpack the Cooling-as-a-Service (CaaS) business model. Together, they explore how Energy Partners uses financing, contracts, and IoT-driven performance guarantees to make CaaS viable—and what this reveals about the broader shift...