The Products to Services Podcast

P2S Management Consulting
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The Products to Services Podcast explores how companies are shifting from traditional sales to outcome-driven, recurring revenue models. Hosted by Florian André, Founder & Partner at P2S Management Consulting, each episode brings real-world stories and lessons from leaders pioneering Product-as-a-Service, Subscription, and XaaS. At P2S Management Consulting, we help product-based businesses worldwide move beyond one-time sales into subscription and pay-per-use models, building stronger customer relationships and future-ready growth. Learn more at www.p2sconsulting.com

Episodes

  1. #9 - Subscription Is Not a Pricing Decision: Inside Heidelberg's Equipment-as-a-Service Engine - with Frank Hiller (Deutsch, English subtitles)

    8 Jun

    #9 - Subscription Is Not a Pricing Decision: Inside Heidelberg's Equipment-as-a-Service Engine - with Frank Hiller (Deutsch, English subtitles)

    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 modelHow counter states flow from the printing machine into the ERP system for monthly billingThe base-fee + impression-charge calculation and how seasonal customers are handledWhat needed to be rebuilt internally (ERP, workflow systems, consumables app, material requirements planning)IFRS 15, creditworthiness checks, and why subscription is not a financing trickThe change management journey - and the moment Frank knew it was workingWhere 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

    59 min

  2. 4 Jun

    #9 - Subscription Is Not a Pricing Decision: Inside Heidelberg's Equipment-as-a-Service Engine - with Frank Hiller (Deutsch, English subtitles)

    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 modelHow counter states flow from the printing machine into the ERP system for monthly billingThe base-fee + impression-charge calculation and how seasonal customers are handledWhat needed to be rebuilt internally (ERP, workflow systems, consumables app, material requirements planning)IFRS 15, creditworthiness checks, and why subscription is not a financing trickThe change management journey - and the moment Frank knew it was workingWhere Heidelberg is taking the as-a-service logic next: wallboxes, electrolysers, defenceA 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

    59 min
  3. #8 - As-a-Service in Industrial Automation - What It Means and How Omron Sees It

    2 Apr

    #8 - As-a-Service in Industrial Automation - What It Means and How Omron Sees It

    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 CAVALLANTIMore information on ⁠⁠https://www.omron.com/global/en/ Discover As-A-Service with ⁠⁠⁠⁠https://www.p2sconsulting.com/

    36 min
  4. #7 - Scaling Product-as-a-Service at Decathlon: The Transformation Playbook

    3 Mar

    #7 - Scaling Product-as-a-Service at Decathlon: The Transformation Playbook

    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

    39 min
  5. #6 - Servitization in HVAC with KAER: From Selling Chillers to Selling Cooling

    3 Feb

    #6 - Servitization in HVAC with KAER: From Selling Chillers to Selling Cooling

    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 MackernessMore information on ⁠KAERDiscover As-A-Service with ⁠⁠⁠p2sconsulting.com

    49 min

  6. Trailer

    The Products to Services Podcast: Trailer

    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

    1 min
  7. #5 - From CapEx to Outcomes: How CFOs Manage 80+ Assets as a Service

    7 Jan

    #5 - From CapEx to Outcomes: How CFOs Manage 80+ Assets as a Service

    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

    48 min
  8. #4 – Energy-as-a-Service in Action: UgoWork’s Model for Trust, Uptime & Flexibility

    04/12/2025

    #4 – Energy-as-a-Service in Action: UgoWork’s Model for Trust, Uptime & Flexibility

    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 UgoWorkDiscover As-A-Service with ⁠⁠p2sconsulting.com⁠

    1hr 5min
  9. #3 – Beyond One-Time Sales: Philips’ Path to Monetizing High-Value Returns

    04/11/2025

    #3 – Beyond One-Time Sales: Philips’ Path to Monetizing High-Value Returns

    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 deviceWhy refurbishment and redeployment now drive profitabilityWhat KPI and mindset shifts were needed to support the modelThis 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

    56 min
  10. #2 – How circuly’s Software Drives 80.000 Subscriptions & Double-Digit Growth. Sophia Heinig from Circuly

    30/09/2025

    #2 – How circuly’s Software Drives 80.000 Subscriptions & Double-Digit Growth. Sophia Heinig from Circuly

    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 workingHow to win customer trust and manage returns/refurbishment at scaleWhy many companies underestimate the operational complexity of subscriptionsThis 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

    41 min
  11. #1 – From 0 to €100M+ in Cooling-as-a-Service. Dawie Kriel from Energy Partners

    29/08/2025

    #1 – From 0 to €100M+ in Cooling-as-a-Service. Dawie Kriel from Energy Partners

    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

    45 min

Trailer

About

The Products to Services Podcast explores how companies are shifting from traditional sales to outcome-driven, recurring revenue models. Hosted by Florian André, Founder & Partner at P2S Management Consulting, each episode brings real-world stories and lessons from leaders pioneering Product-as-a-Service, Subscription, and XaaS. At P2S Management Consulting, we help product-based businesses worldwide move beyond one-time sales into subscription and pay-per-use models, building stronger customer relationships and future-ready growth. Learn more at www.p2sconsulting.com

Information

  • Creator
    P2S Management Consulting
  • Years Active
    2025 - 2026
  • Episodes
    11
  • Rating
    Clean
  • Copyright
    © P2S Management Consulting
  • Show Website
    The Products to Services Podcast
  • Provider