Maximizing Value and Sustainability: The Strategic Role of Installed Base Data

Shaun West (), Christopher Ganz (), Ron Giuntini () and Daniel Woerner ()
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Shaun West: Lucerne University of Applied Sciences, Lucerne School of Engineering and Architecture, Institute for Innovation and Technology Management
Christopher Ganz: C. Ganz Innovation Services
Daniel Woerner: University of St. Gallen, Institute of Technology Management (ITEM-HSG)

A chapter in Sustainable Product-Service Systems, 2026, pp 335-356 from Springer

Abstract: Abstract This chapter examines the strategic importance of the Installed Base (IB) as a vital asset for Original Equipment Manufacturers (OEMs), highlighting its role in enhancing sustainability, operational efficiency, and customer engagement. The IB, which includes all operational machinery sold by an OEM, acts as a foundation for service-oriented business models, facilitating predictive maintenance, customized service contracts, and long-term customer relationships. By leveraging IB data, manufacturers can optimize service delivery, anticipate customer needs, and drive innovation through tailored offerings. This shift from product-centric to service-driven strategies extends product lifecycles, reduces waste, and promotes resource efficiency, reinforcing sustainability objectives. Moreover, integrating advanced analytics and customer relationship management (CRM) systems enhances strategic decision-making, allowing firms to maximize value creation and maintain a competitive advantage. The chapter emphasizes the necessity of a structured approach to IB management, illustrating how it supports servitization, financial growth, and environmental stewardship in contemporary industrial ecosystems.

Keywords: Installed base; Servitization; Sustainability; Predictive maintenance; Operational efficiency; Business model innovation; Customer engagement (search for similar items in EconPapers)
Date: 2026
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Persistent link: https://EconPapers.repec.org/RePEc:spr:sprchp:978-3-032-07765-3_19

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DOI: 10.1007/978-3-032-07765-3_19

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