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Manufacturing companies are constantly increasing their efforts in the subscription business, also known as product-as-a-service business, offering usage and outcome based solutions (value-in-use) instead of transactional services and products (value-in-exchange). Customers are becoming contractual subscribers of the solution in return for recurring, performance-related payments. To address arising, inevitable challenges like (1) reducing customer churn, (2) increasing usage intensity and outcome quality, (3) ensuring the adoption of product and software releases as well as (4) fostering customer loyalty, leading manufacturing companies are setting up a new organizational, customer-facing unit, called Customer Success Management (CSM). This unit has its origins in the software-as-a-service business, operating next to established entities like sales, key account management and customer service. Since there are currently no holistic models for an end-to-end description of CSM-tasks in the manufacturing industry, this paper contributes to a taskoriented reference model, using a grounded theory approach, examining both manufacturing and software companies. Containing a reference framework with 8 main tasks, 17 basic tasks and 76 elementary tasks, the reference model supports manufacturing companies in adapting and customizing a company-specific CSM concept.
Digital technologies have gained significant importance in the course of the 4th Industrial Revolution and these technologies are widely implemented, nowadays. However, it is necessary to bear in mind that an ill-considered use can quickly have a negative impact on the environment in which the technology is used. For more responsible and sustainable use, the regulation of digital technologies is therefore necessary today. Since the government is taking a very slow response, as the example of the AI Act shows, companies need to take action themselves today. In this context, one of the central questions for companies is: "Which digital technologies are relevant for manufacturing companies in terms of regulation? This paper conducted a quantitative Delphi study to answer this question. The results of the Delphi study are presented and evaluated within the framework of a data analysis. In addition, it will be discussed how to proceed with the results so that manufacturing companies can benefit from them. Furthermore, the paper contributes to the development of an AI platform in the German research project PAIRS by investigating the compliance relevance of artificial intelligence applications.
Digital platforms act as mediator for many types of transactions and processes in various areas in business life. Especially, IoT platforms find increased use within companies. Still, the allocation of computation workload between a platform and exist-ing information systems is not clear. At the same time, companies have no guideline, which platform to choose to facilitate intra-com-pany optimizations. The platforms in the market are not fully designed or tailored for meeting the special needs of companies - especially in the manufacturing industry. To tackle these challenges, this article first gives an overview of the Internet of Production reference framework. In that context, it secondly investigates 212 IoT platforms in the market and then chooses the best options by stepwise narrowing down their number. Following, those selected platforms are described in detail. Additionally, the article provides a comparison of selected IoT platforms, which then creates the general framework of a platform especially designed for the manufacturing industry in terms of its features and functionalities. This reference platform architecture is developed for reaching the potential of the Internet of Production. This general framework and the representative reference architecture can help companies and software vendors to implement the Internet of Production reference architecture by creating an IoT platform, which fits its needs.
Nowadays manufacturing companies are facing many different challenges as they are finding themselves in a dynamic and complex environment. Industrie 4.0 and its principles can help to manage these challenges. For example, companies should follow a principle called continuity of engineering. This continuity enables parallel development and production planning. One important measure to allow a continuity of engineering is the appropriate integration of IT (Information Technology) and OT (Operational Technology) within the company as well as along the whole value chain. Meant is the networking of machines and plant equipment with IT systems. The management of information resources for example allows data based decisions. Therefore, companies need to have a profound knowledge about the relationship between the integration and information processing of information systems.
There is a common understanding that a certain degree of IT and OT integration highly depends on the company’s typology, which we found out can be represented by the company’s business model. Therefore, we developed a methodology to identify the company’s business model and to derive relevant success factors, both based on a workshop-concept. Based on expert interviews, this enabled us to link the business model or company’s typology with the most important information management principles.
Especially in SMEs of the manufacturing industry, data is not sufficiently used to optimize processes. Some companies have implemented lighthouse “Industrie 4.0 projects”, but struggle with a broader approach. We present the results of a survey we performed that underlines that statement. There are approaches in the literature that propose generic architecture frameworks tackling the mentioned challenge. Still, most of them do not include the existing IT architecture of a company and fail to propose a comprehensive solution delivering a real benefit to companies. Therefore, companies cannot easily use them. For that reason, we developed and tested an Industrie 4.0 software platform architecture companies can use as a blueprint for their own implementation. This architecture is presented in this paper as well as the structured VDI 2221 approach we used to develop it.
Management of information and the IT systems it is stored in becomes a crucial capability for the industry. However, companies are struggling with the management of the various requirements and frequent changes of technology. Thus, IT complexity has become a major challenge for companies. At the same time, especially manufacturing companies are striving to implement Industrie 4.0 concepts. Many of these even have developed an Industrie 4.0 roadmap including various projects to change the company. Companies can develop such roadmaps by applying the Industrie 4.0 Maturity Index that gives a broad view on necessary capabilities for Industrie 4.0.
In our research, we analyzed data sets from over 10 manufacturing companies that have performed an Industrie 4.0 maturity assessment. Our hypothesis was that IT complexity challenges are hindering the implementation of Industrie 4.0 roadmaps significantly. We could prove this hypothesis at least for the companies analyzed and give insights on the specific challenges. Based on our analysis, we conclude our article by giving concrete recommendations on how to tackle IT complexity.
In the age of digitalization, manufacturing companies are under increased pressure to change due to product complexity, growing customer requirements and digital business models. The increasing digitization of processes and products is opening up numerous opportunities for mechanical engineering companies to exploit the resulting potential for value creation. Subscription business is a new form of business model in the mechanical engineering industry, which aims to continuously increase customer benefit to align the interests of both companies and customers. Characterized by a permanent data exchange, databased learning about customer behavior, and the transfer into continuous innovations to increase customer value, subscription business helps to make Industry 4.0 profitable. The fact that machines and plants are connected to the internet and exchange large amounts of data results in critical information security risks. In addition, the loss of knowledge and control, data misuse and espionage, as well as the manipulation of transaction or production data in the context of subscription transactions are particularly high risks. Complementary to direct and obvious consequences such as loss of production, the attacks are increasingly shifting to non-transparent and creeping impairments of production or product quality, which are only apparent at a late stage, or the influencing of payment flows. A transparent presentation of possible risks and their scope, as well as their interrelationships, does not exist. This paper shows a research approach in which the structure of subscription models and their different manifestations based on their risks and vulnerabilities are characterized. This allows suitable cyber security measures to be taken at an early stage. From this basis, companies can secure existing or planned subscription business models and thus strengthen the trust of business partners and customers.