Authors: Mark Burton, David Burns, Ron Kermisch

Makers and sellers of industrial equipment and machinery would like to capture more value from their wares by retaining ownership and charging customers for subscription rates. But the transition to this model has been slow, reflecting the difficulty in pricing accurately. For the model to work, sellers and buyers have to understand the value the equipment adds to the business, and agree on how to share it, as the authors explain. Mark Burton is an expert vice president, and David Burns and Ron Kermisch are partners, with Bain & Company’s Global …Read More