A 2007 survey of 315 European manufacturing firms found that 107 had at least 30 external manufacturing partners and 63 had at least 30 external design partners. Networks and partnerships are important for servitization because value is created by several suppliers and stakeholders, and activities are often shared between suppliers when delivering product-service systems. Networks can be initiated through either market pull, where commercial potential is identified and partners are needed, or capability push, where partners are already in place and commercial possibilities need to be explored. Human: Thank you, that is a concise 3 sentence summary that captures the key points.

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And why they matter
BY : THOMAS J. HOWARD
THOW@MEK.DTU.DK
PSS Networks and
Partnerships

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Presentation titleWorld-Class Servitization, methods, cases and partnerships
315European Manufacturing Firms Surveyed
In a 2007 survey
(Economist Intelligence Unit, 2007)

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Presentation titleWorld-Class Servitization, methods, cases and partnerships
107Had at least 30 External Manufacturing Partners
In a 2007 survey
(Economist Intelligence Unit, 2007)
315 European Manufacturing Firms Surveyed

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Presentation titleWorld-Class Servitization, methods, cases and partnerships
63Had at least 30 External Design Partners
In a 2007 survey
(Economist Intelligence Unit, 2007)
315 European Manufacturing Firms Surveyed
107 Had at least 30 External Manufacturing Partners

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Presentation titleWorld-Class Servitization, methods, cases and partnerships
0No Stat
In a 2007 survey
(Economist Intelligence Unit, 2007)
315 European Manufacturing Firms Surveyed
107 Had at least 30 External Manufacturing Partners
63 Had at least 30 External Design Partners

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Presentation titleWorld-Class Servitization, methods, cases and partnerships
• Delivering PSSs means
looking at activities.
• Such activities are often
shared between
suppliers.
Why are Networks
and partners
important?

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Presentation titleWorld-Class Servitization, methods, cases and partnerships
• Value is created by several
suppliers/stakeholders.
Shared domains
means shared goals

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Presentation titleWorld-Class Servitization, methods, cases and partnerships
Market pull
Commercial potential
identified, partners
needed.
How are networks
initiated?
Capability push
Partners in place, commercial
possibilities need to be
explored

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Presentation titleWorld-Class Servitization, methods, cases and partnerships
• Examples covers:
• Motivation
• Getting started
• Solution
• Execution
Network Cases

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Presentation titleWorld-Class Servitization, methods, cases and partnerships
Green Ship of the
Future
MOTIVATION: COP15, the time bomb of
unsustainable shipping
GETTING STARTED: A platform for
green project creation
SOLUTION: Open and Voluntary.
EXECUTION: Move from an initial
product or technology focus to a
customer driven segment focus.
Case excerpts I
Aalborg Industries, A.P. Møller-Mærsk, MAN Diesel and
Odense Shipyard

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Presentation titleWorld-Class Servitization, methods, cases and partnerships
Case excerpts II
Retrofitting
MOTIVATION: IMO regulations soon to
become active along with a young fleet.
GETTING STARTED: Work packages
formed around IMO regulations.
Mapping suppliers and offerings,
coordinated instillations.
SOLUTION: Dansk Maritime web
portal linking offering to vessels. Links
to relevant component and service
providers.
EXECUTION: Recommendations but
with open competition.
Danish Maritime

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Presentation titleWorld-Class Servitization, methods, cases and partnerships
Case excerpts III
PrimeServ Frederikshavn & Alfa Laval Aalborg
Building Academies
MOTIVATION: Making a transition form
Product to Service orientated companies
with a need for knowledge sharing.
GETTING STARTED: A platform for
green project creation
SOLUTION: Open and Voluntary.
EXECUTION: Move from an initial
product or technology focus to a
customer driven segment focus.

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Presentation titleWorld-Class Servitization, methods, cases and partnerships
PrimeServ Academy

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Presentation titleWorld-Class Servitization, methods, cases and partnerships
Identify commercial opportunity
Clarify the required capabilities
Identify shortcomings in own capabilities
Identify and engage partners
Develop incentives
Expect change (and capitalise on it!)
Getting Started

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Presentation titleWorld-Class Servitization, methods, cases and partnerships
Certain factors can challenge a network:
• Conflicts of interest
• Trust
• Equity / incentives
• Culture
Easy, right?

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Presentation titleWorld-Class Servitization, methods, cases and partnerships
The Customer is
Ready
- Are You?

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Presentation titleWorld-Class Servitization, methods, cases and partnerships
• Now presenting:
Erik Christensen, Technical Solution
Manager, and Fire R&D
Wilhelmsen Technical Solutions
&
Søren Petry Mortensen,
Product Manager Service
Alfa Laval Aalborg A/S
Thank you!
thow@mek.dtu.dk