Guest
Andrea Pelizzaro
Connected Services Manager, Alfa Laval
Episode description
Andrea Pelizzaro, who leads Alfa Laval’s connected services portfolio, discusses their shift towards subscription-based models and the role of data in this transformation. Andrea highlights their focus on leveraging data and IoT to offer solutions that enhance customer value, reduce downtime, and increase sustainability, particularly in a traditionally conservative industry.
He also touches on sustainability as a key driver in digital transformation, emphasizing reduced emissions and improved machine longevity. The conversation explores the importance of understanding customer needs, effectively conveying solution value, and the metrics used to measure progress in digital transformation.
Highlights
What we offer is the OEM closeness. So, the separation intelligence or the support to a customer becomes one click away. So, the lead time needed to get up and running again is dramatically reduced compared to having a field service engineer going on-site, for example. And depending on the business model, we would be able to offer a more predictable OpEx, which is, of course, very important for every customer.
It depends on the customer you are dealing with, because we might have a bigger conglomerate that is geared up to run everything on their own. Or you have a smaller company where they would prefer to have the OEM come into the picture. The beauty of this (subscription-based) solution is that the OEM know-how is something that is always close to the customer and is continuously evolving.
We had the challenges around the understanding of why they need to move beyond the transactional business. At the end of the day, what you want to secure is to have the business today and the business tomorrow. We call it a service agreement – a framework in which you try to lock the customer into a long-standing relationship by trying to offer as much value as possible, so they keep choosing your company.
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