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 rather than equipment sold.

In this episode, Florian André sits down with Frank Hiller, Business Process Manager at Heidelberg, who joined the operational side of the subscription programme in 2019. Frank's job wasn't to design the commercial offer. It was to make it actually run - across finance, IT, controlling, service, logistics, product management and sales.

We go behind the brochure to talk about:

• Why subscription at Heidelberg is neither leasing nor Netflix, but an output-based Equipment-as-a-Service model
• How counter states flow from the printing machine into the ERP system for monthly billing
• The base-fee + impression-charge calculation and how seasonal customers are handled
• What needed to be rebuilt internally (ERP, workflow systems, consumables app, material requirements planning)
• IFRS 15, creditworthiness checks, and why subscription is not a financing trick
• The change management journey - and the moment Frank knew it was working
• Where Heidelberg is taking the as-a-service logic next: wallboxes, electrolysers, defence

A candid look at what it actually takes to turn a subscription strategy into an operating reality.

Learn more: p2sconsulting.com · Follow Frank Hiller on LinkedIn

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 sales to performance-based, subscription-driven services.

Instead of selling machines, Omron is now delivering:
Higher OEE (Overall Equipment Effectiveness)
Reduced downtime through predictive maintenance
Energy optimization and data-driven performance

The result? A shift from vendor to strategic partner, embedded directly into the customer’s operations.

Keep the conversation going!

• Connect with our host Florian ANDRE 
• Connect with our guest ⁠⁠⁠⁠ Paolo CAVALLANTI
• More information on ⁠⁠https://www.omron.com/global/en/ 
• Discover As-A-Service with ⁠⁠⁠⁠https://www.p2sconsulting.com/

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 but the journey was anything but simple.

We unpack the real transformation behind the headlines:

• Why 80% of Decathlon’s CO₂ footprint forced a rethink of the growth model

• How subscription shifts revenue from one-off sales to recurring cash flow

• The governance, incentives, and KPI changes required to make PaaS scale

• Managing fraud, risk, and asset value in a B2C subscription model

• Why transformation not technology is the most underestimated challenge

If you’re a manufacturer or retailer looking to move from ownership to usership, this episode offers practical insights from someone who built it from the inside.

Subscribe for more conversations with leaders transforming product businesses into recurring revenue engines.

Connect with our host: Florian André

Connect with our guest: Yann Carré

More information about Decathlon Subscription

Discover As-a-Service with p2sconsulting.com

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-service” at scale. An inspiring case study for executives navigating the transition from products to services in a carbon-constrained world.
Keep the conversation going!
Connect with our host ⁠⁠⁠⁠Florian André⁠⁠⁠ ⁠⁠⁠
Connect with our guest ⁠⁠⁠⁠ Dave Mackerness
More information on ⁠KAER
Discover As-A-Service with ⁠⁠⁠p2sconsulting.com

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 transformation and you want real stories you can learn from you’re in the right place.
Follow The Products to Services Podcast on Spotify, Apple Podcasts, and YouTube. Subscribe on your favourite platform and if an episode helps you, a 5-star review really helps more people find the show.
See you in the next episode.

Florian André

P2S Website

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

More information

Linxfour

Energy Partners

Findustrial

Check our website p2sconsulting.com

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 drive transparency, SLA compliance, and customer trust. 

This conversation goes far beyond batteries, it’s about rethinking how value is measured, delivered, and monetised in a world moving toward recurring services. 

Keep the conversation going! 

• Connect with our host ⁠Florian André⁠⁠ ⁠

• Connect with our guest ⁠Jean-Francois Marchand⁠ 

• More information on UgoWork

• Discover As-A-Service with ⁠⁠p2sconsulting.com⁠

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 market differentiation.
You’ll learn:

• How Philips designed its first subscription-ready device
• Why refurbishment and redeployment now drive profitability
• What KPI and mindset shifts were needed to support the model

This is a must-listen for manufacturers navigating the shift to Product-as-a-Service, circular design, or recurring revenue models — and wondering how to make the economics work.

Keep the conversation going!

• Connect with our host Boris Romero

• Connect with our guest Florian André

• Discover more resources on XaaS in manufacturing at p2sconsulting.com

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 every month. Sophia shares what it takes behind the scenes:

• The KPIs that prove whether a subscription model is working
• How to win customer trust and manage returns/refurbishment at scale
• Why many companies underestimate the operational complexity of subscriptions

This conversation goes beyond predictable revenue. It’s about reshaping how customers experience products – and building the backbone that makes subscription models sustainable.

Keep the conversation going!

• Connect with our host ⁠Florian André⁠

• Connect with our guest ⁠Sophia Heinig

• Discover more resources on XaaS in manufacturing at ⁠p2sconsulting.com

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 to “as-a-service” in asset-heavy industries.

From recurring revenue streams to service-level agreements, Dawie shares how the CaaS model redefines customer value and creates long-term impact.

Keep the conversation going!

• Connect with our host Florian André

• Connect with our guest Dawie Kriel

• Discover more resources on XaaS in manufacturing at p2sconsulting.com