Towards usage-oriented business models: an assessment of European capital goods manufacturers

This paper is part of the T-REX project, funded by the European Commission. An exploratory survey was carried out to analyse the business models of 95 companies, to assess the diffusion of service-oriented business models. We found that business models are in general still product-oriented. Revenue models are dominated by product sales, with a contribution of services close to 20% due to corrective maintenance and spare part sales. Rental or “Pay-per-x” contracts are an almost negligible revenue source. This paper has also defined a set of variables that can be used to describe the business model configuration in servitization contexts.