The future of industrial robot business: Product or performance based?

Paper in proceeding, 2018

The robot market today is mainly based on product-centered sales concepts. In the future, traditional procurement of industrial robots can be expected to become less important and the business models will shift the focus towards leasing or even pay-per-use. This paper discusses how these new business models should be designed and what components and features are needed for successful implementation. Digitalization, circular economy, cultural barriers, business traditions and fear of new philosophies are investigated and put into the context of the advantages offered. A possible transformation process is set into the context of the product-process matrix.