What It Takes to Scale Value-Based Industrial Solutions
A study of industrial equipment manufacturers creating customized, value-based offerings identified the capabilities needed to scale the business.
Johan Frishammar and Vinit ParidaMay 20, 2026Reading Time: 20 min
Summary:
New research on manufacturers moving to a value-based sales model finds that delivering initial solutions on a one-off basis is relatively ...
B2B sales is fiercely competitive. Companies selling big-ticket products and services to other businesses must design solutions that meet their customers’ specific needs with a provable value proposition. Increasingly, that means engaging in value-based sales, where the benefits to the customer are defined, quantified, and managed by the vendor. That’s a challenging practice to get right: Many industrial companies fail to move on from piloting solutions to delivering them at scale.
Our in-depth research on industrial equipment manufacturers (IEMs) that have embraced this business model has revealed what separates the successful scalers from...
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