Development of a Framework for a Structural Analysis and Examination Regarding the Need for Service-oriented and Data-driven Business Models in Mechanical and Plant Engineering

Digital transformation currently offers companies new ways to conceive and execute business models, including service-oriented and data-driven ones. However, a strategic realignment of the business administration and the introduction of such business models require thorough examination. It can be challenging for providers to identify the demand for these business models, making it difficult to assess the feasibility of the endeavor. Complexity and lack of clarity in decision-making require structured guidance through the process. This is similar to the involvement principle in marketing, where the complexity of the decision-making process varies depending on the product. To make an informed decision regarding the introduction and use of service-oriented and data-driven business models, it would be beneficial to first analyze and concretize the demand and opportunity for these business models, both internally and externally motivated. This paper aims to assist both stakeholders by proposing a methodical approach that provides a structured, comprehensive, and well-founded response regarding the need and demand for service-oriented and data-driven business models for small and medium-sized enterprises (SMEs) in mechanical- and plant engineering on the provider side. This approach supports the design of a corresponding business model and thus strengthens the internal understanding and motivation within the organization. Internal stakeholders, such as product management, consulting, sales, and business development, can better understand the added value, benefits, opportunities, risks, and feasibility. This creates the foundation for strategic decisions regarding designing and introducing innovative business models across various corporate areas.