A chapter for the World Leasing Yearbook 2022, authored for NETSOL Technologies, in which Johannes argues that the path from product sales to servitization runs through digital infrastructure — and that manufacturers who master this transition will command significantly stronger margins.
Core Ideas
Servitization is the shift from selling a product to selling the outcome it delivers — Rolls-Royce power-by-the-hour, Caterpillar Product Link, Netflix-style subscriptions. The enabling condition is digitisation: manufacturers must first close the data gap with customers, achieve real-time asset visibility, and build analytics capability before advanced service models become commercially viable. Those who do will out-earn those still living on one-off product sales and repair revenue.
Johannes’s Contribution
Sole author of the chapter (pages 249–259), writing as Global Client Partner, NETSOL Technologies. Johannes developed the strategic argument, constructed the case illustrations, and delivered the full manuscript to World Leasing Yearbook 2022 on behalf of NETSOL.
Originally published in World Leasing Yearbook 2022, pages 249–259. © World Leasing Yearbook.