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Iconic shift from product ownership to usage

Helping to define global shift from selling lamps to selling light

The global shift from product ownership to pay per use is best embodied in the shift that the worlds most renowned Lighting company has made – the transformation from selling lamps to selling  light.

As part of a focused global team, we helped Philips Lighting to develop a framework to ignite the global market for Intelligent Outdoor Lighting.  The challenges were multifold. How to align a global sales force when markets are highly local and fragmented? How to make Pilots convert into business? How to develop service-based propositions per area? We used a bottom up approach by analyzing the local ecosystems per area and region, ranging from Middle East to the United States.

Based on our global framework, Phillips Lighting could successfully speed up her transformation towards a service-based company.

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