Here are the most important challenges associated with a transformation of selling services instead of selling products
Are you curious about the challenges associated with the transformation of traditional product sale to a packaged as-a-service solution?
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Financing
A Product-as-a-service (PaaS) solution initially requires a large amount of capital. This is because most of the costs appear early, whereas the revenue comes in smaller portions over a long period of time. The challenge for companies is therefore to convince external investors to lend enough capital to get the PaaS process started.
It is more difficult to sell services than products
Service sales are more complex than product sales. Service sales are characterized by longer sales cycles and closer customer relationships, and can thus be seen as more of a consultative sale. This is both harder and more time consuming for the sales force, and the sales force’s lack of understanding of the PaaS concept also often leads to a lack of efficiency.
