Equipment as a Service: Extending the Subscription Model to Industrial Equipment 设备即服务：将订购模型扩展到工业设备

原文出处：http://valvemagazine.com/web-only/categories/trends-forecasts/10355-equipment-as-a-service-extending-the-subscription-model-to-industrial-equipment.html

Barbara Donohue编辑

Gordon翻译整理

Equipment as a Service (EaaS) is a relatively new concept similar to the widely used Software as a Service (Saas). SaaS allows customers to use cloud-based software on a subscription basis. A very familiar example of the subscription concept is the variety of consumer entertainment subscription services, such as Netflix, where one can watch a movie or tv show or listen to music at any time without having to own it.

设备即服务（EaaS）是一个相对较新的概念，类似于广泛使用的软件即服务（Saas）。 SaaS允许客户按订阅使用基于云的软件。订阅概念的一个非常熟悉的例子是各种各样的消费者娱乐订阅服务，例如Netflix，在这里人们可以随时观看电影或电视节目或收听音乐，而无需拥有它。

EaaS is different from leasing equipment, said Guneet Bedi, chief revenue officer at Relayr, a co-presenter of a webinar on the topic. Besides providing the equipment, the supplier monitors and maintains or repairs the equipment on an ongoing basis in order to keep it in top operating condition and to maximize uptime for the customer.

EaaS与租赁设备不同。除了提供设备外，供应商还会持续监视和维护或维修设备，以使其处于最佳运行状态并最大程度地延长客户的使用时间。

THE INDUSTRIAL INTERNET OF THINGS (IIOT) MAKES EAAS POSSIBLE

物联网（IIOT）使EAAS成为可能

To make this EaaS model workable, on the equipment side the supplier must be able to monitor the equipment and its usage remotely and know when to perform maintenance or repair before the equipment fails and causes a shutdown. On the business side, the model must provide the supplier with adequate cash flow, the necessary warranty and insurance safeguards, and a way to implement billing based on usage.

为了使此EaaS模型可行，供应商必须能够在设备方面远程监视设备及其使用情况，并知道在设备出现故障并导致停机之前何时进行维护或维修。在业务方面，该模型必须为供应商提供足够的现金流量，必要的保修和保险保障，以及根据使用情况实施计费的方法。

Though this approach is not yet widespread, some companies are taking the plunge and offering equipment of various kinds by subscription, charging based on time, usage or other measures.

尽管这种方法尚未广泛使用，但是一些公司正在冒险并通过订购，基于时间，使用情况或其他措施收费来提供各种设备。

CARS AS A SERVICE

汽车即服务

A Porsche Passport subscription includes maintenance and insurance and allows subscribers to drive any of the available cars for as long or as short a period as they wish. If a car is due for service, the subscription service picks it up and replaces it with a similar car.

保时捷通行证的订购包括维护和保险，使订户可以随意驾驶任何可用的汽车，时间长短可期。如果需要维修汽车，则订阅服务会选择将其替换为类似的汽车。

Polestar, part of the Volvo Car Group, is rolling out its hybrid and all-electric cars to offer a car-as-a-service subscription model, which includes maintenance and insurance as part of the monthly payment.

沃尔沃汽车集团旗下的Polestar正在推出其混合动力和全电动汽车，以提供“汽车即服务”订购模式，其中包括维护和保险，作为每月付款的一部分。

HEAT TREATMENT AS A SERVICE

热处理即服务

The webinar showed a system that heat treats aluminum parts used in the automotive industry. The supplier provides the heat treating system in a container for deployment where needed. The charge for the service is by the tonnage of aluminum parts heat treated. This company’s experience showed over a period of five years up to four times higher revenue than it would have received from selling the equipment outright. At the same time, customers experienced 16% higher up time.

该网络研讨会展示了一种用于热处理汽车行业中使用的铝制零件的系统。供应商在容器中提供热处理系统，以便在需要时进行部署。服务费用由热处理过的铝制零件的吨位决定。该公司的经验表明，在五年的时间里，其收入是直接出售设备所获得的收入的四倍。同时，客户的正常运行时间增加了16％。

ROTATING EQUIPMENT AS A SERVICE

旋转设备即服务

A white paper from Relayr describes an approach to providing rotating equipment as a service. Pumps, motors and generators are fitted with sensors to monitor their operation and condition. As with other EaaS subscriptions, remotely monitoring these sensors allows the rotating equipment supplier to maintain the equipment to keep it running smoothly. The customer pays for use of the equipment without having a large initial outlay.

中继器的白皮书描述了一种将旋转设备作为服务提供的方法。泵，电动机和发电机均装有传感器，以监视其运行和状况。与其他EaaS订阅一样，对这些传感器进行远程监视可以使旋转设备供应商维护设备以保持其平稳运行。客户为设备使用付费，而没有很大的初期支出。

LOADING DOCK EQUIPMENT AS A SERVICE

将码头设备作为服务加载

Webinar co-presenter, Phillip Dailey, senior vice president at DuraServ Corp., described his company’s approach to EaaS. The company provides overhead doors and other equipment for loading docks. Because customers pay as they go for use of the doors or other equipment, they can afford higher quality and/or higher performance equipment than they could if buying it directly. Since the supplier, Dailey’s company, automatically monitors and provides timely, ongoing maintenance of the equipment, customers experience less downtime.

网络研讨会的联合主持人，DuraServ公司高级副总裁Phillip Dailey介绍了他的公司对EaaS的态度。该公司为装卸码头提供高架门和其他设备。由于客户在使用门或其他设备时即需付费，因此与直接购买设备相比，他们可以负担得起更高质量和/或更高性能的设备。由于供应商是Dailey的公司，因此可以自动监控设备并提供及时，持续的维护，从而使客户减少了停机时间。

Dailey explained how IIoT and the subscription model make for more uptime. He gave the example of a forklift running into and damaging a door. Because his company monitors vibration and other parameters on the doors or other equipment, it would immediately know there had been an impact and would be able to determine some detail about the damage. The repair technicians could be on their way with replacement parts quickly, minimizing the time the door was out of service.

Dailey解释了IIoT和订阅模型如何增加正常运行时间。他举了一个叉车撞进门并损坏门的例子。因为他的公司监视门或其他设备上的振动和其他参数，所以它将立即知道发生了撞击，并能够确定有关损坏的一些详细信息。维修技术人员可以快速进行更换零件的维修，从而最大程度地缩短了门无法使用的时间。

ADDITIONAL BENEFITS TO CUSTOMERS

对客户的额外好处

The pay-as-you-go subscription model brings stability and predictability to customers’ cash flow. For example, if they are paying for use of the equipment, the outlay varies with production, so in a downturn, the cost is less. Also, EaaS can replace high capital expenditures with subscriptions that can be managed as operating expenses.

随用随付订阅模式为客户的现金流带来稳定性和可预测性。例如，如果他们为使用设备付费，则支出随生产而变化，因此在经济低迷时期，成本会更低。而且，EaaS可以用可以作为运营支出进行管理的订阅来代替高昂的资本支出。

AN ATTRACTIVE OPTION FOR SUPPLIERS AND MANUFACTURERS

供应商和制造商的吸引力选择

Quoted in the webinar, Ulf Gutman of SAP, said that the purchase price of an asset represents only about 20% of the lifetime cost of the asset. The rest is operating expense. Thus, product sales represent only about 20% of the potential revenue for a given asset if its use can be offered as a service. “By offering and providing services, manufacturers increase their revenue,” Gutman said.

SAP的Ulf Gutman在网络研讨会上表示，资产的购买价格仅占资产生命周期成本的20％左右。其余为营业费用。因此，如果可以将其使用作为服务提供，则产品销售仅占给定资产潜在收入的20％。 “通过提供和提供服务，制造商可以增加收入，”古特曼说。

In addition to increased revenue, the EaaS model can help build strong relationships with customers, Bedi said. The supplier has contact with the end-user customer throughout the life of the equipment, not just at the time of purchase, as supplier staff is on site, performing maintenance when it is needed, year after year.

Bedi说，除了增加收入外，EaaS模式还可以帮助与客户建立牢固的关系。供应商在设备的整个生命周期中都与最终用户客户保持联系，而不仅仅是在购买时，因为供应商人员在现场，需要时每年进行维护。

Setting up such an EaaS business model is not simple and has many aspects that need to be in place, including the IIoT sensing and remote monitoring technology, delivery, financing, billing and insurance. However, some companies are making it work to their advantage and to the advantage of their customers, as well.

建立这样的EaaS业务模型并不简单，并且有许多方面需要到位，包括IIoT传感和远程监控技术，交付，融资，计费和保险。但是，有些公司正在使它对自己的利益以及对客户的利益也起作用。