As a service Agency Consulting firm Experts Specialists Consultancy

The Alcimed Aeronautics Space Defense team supports its clients in their digital transformation towards servitization or as-a-service models, through the development of new service offers and the implementation of new business models, closer to their clients’ needs.

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    The challenges related to servitization

    Servitization is a booming phenomenon, and it is now key or even essential for companies to adopt the as-a-service model to ensure their digital transformation and improve their offers, in particular thanks to dematerialization which allows them to offer and ensure more flexibility and adaptability to meet the needs of their clients.

    Indeed, we find among the benefits of this approach:

    • The ability to increase customer satisfaction
    • New sources of income through new types of offers
    • The acceleration of digital transformation through the exploitation of data
    • Ease of access and very high availability of service offers for clients
    • Increased competitiveness, etc.

    However, the adoption of the as-a-service model is a radical change for companies, in terms of positioning on the market but also at cultural and organizational levels. Many challenges therefore exist in the implementation of this model:

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      How we support you in your projects related to servitization

      Alcimed supports its clients in their servitization strategy, the analysis and the implementation of new service offers. We have supported key players in the aeronautics-space-defense industry on many projects carried out alongside the decision-makers (executive committees, strategy directors, marketing directors, innovation directors, etc.).

      Our projects cover various topics related to the different issues and challenges of setting up an as-a-service model. We analyze clients’ needs and expectations (through interviews, animation of client communities, etc.), value chains, existing offers on the market and competition, best practices in developing service offers in other sectors through benchmarks, etc.

      We also support our clients in the definition of new service offers so that they are in line with market needs, we challenge the envisaged value propositions and strategic positioning, and reflect on the best business model and market access strategy to deliver these services.

      Finally, we develop go-to-market strategies and prospect potential partners and customers for our clients.

      Examples of recent projects carried out for our clients in servitization

      • Receptivity study of an as-a-service platform of cloud services for an industrial player in the Defense sector

        Alcimed supported a leading industrial player in security & digital in the receptivity study of a new secured cloud platform aiming at creating a collaboration space for stakeholders in the Defense sector and providing as-a-service digital services.

        To do this, we carried out an analysis of the needs and expectations of the various stakeholders (opinion leaders, ministerial institutions, start-ups, etc.) towards the platform. It enabled us to identify the first relevant use cases for such a platform and the key success factors and potential barriers for its further development.

        The result for our client? The validation of the relevance of such a platform regarding the market needs and recommendations on its positioning as well as the next actions to be taken.

      • Definition of a data as-a-service business model for the Data Lab of an aerospace player

        Alcimed supported an aerospace player in the development of the business model of a Data Lab whose objective is to accelerate and promote projects using Big Data in several areas of space (spatial data analysis, telemetry data analysis, etc.). This initiative allows the availability of various data under a data as-a-service model.

        To do this, our team carried out a benchmark of best practices from industrial players using Data Labs in other sectors as well as an internal study of our client’s needs and expectations.

        This allowed us to guide our client on the best development strategy to set up including the organization, the type of services to offer, the benefits and constraints to take into account, etc. Alcimed finally delivered recommendations on the Data Lab’s offer and business model, from its structure to the types of services.

      • Creation of a servitization offer to expand a target customer base in the field of ISR (Intelligence, Surveillance & Reconaissance)

        Our team supported a Defense company wishing to build a new range of services in the field of ISR (Intelligence, Surveillance & Reconnaissance) to extend its target to civilians, and to go beyond its historical clients in Defense.

        We helped our client get a more detailed vision of the ecosystem around ISR and the needs and expectations of potential clients. Our analysis also allowed us to strengthen our client’s offer and to test the receptivity of its offer with potential prospects.

        Finally, we identified partners of interest to launch such a platform.

      • Definition of a digital as-a-service platform dedicated to optimizing airline operations for an aeronautical player

        Alcimed supported an aeronautical company in the definition of a new digital services offer whose goal is to provide pilots and airlines with tools but also scenarios and recommendations to help them optimize their operations.

        To do this, we carried out a receptivity study with key stakeholders and potential users in order to assess the value of the service for airlines, as well as their needs and expectations. An analysis of market trends combined with the characterization of needs made it possible to identify potential high added value offers for the most suitable airline profiles.

        The result for our client? The identification of the sources of value to target, a first segmentation of airline profiles with their associated needs and expectations, and finally the definition of the most suitable offer for each of these profiles.

      • Mapping of the digital services used by commercial airlines for supply chain, maintenance and operations

        Alcimed supported an aeronautical company in the mapping of digital services proposed to commercial airlines to operate and maintain their aircraft to fuel their reflection about their strategic positioning.

        This involved listing and characterizing more than 300 digital services that are currently offered as-a-service by: Aircraft manufacturers (Boeing, Airbus), Equipment manufacturers and engine manufacturers (e.g.: Rolls Royce, Honeywell, Collins, etc.), IT specialists (e.g. Lufthansa Systems, Skythread), Maintenance Repair Overhaul “MRO” suppliers (e.g.: Air France Industry, DELTA Tech Ops..).

        We analyzed each service regarding several criteria and constructed a data visualization and comparison tool to help make relevant decisions.

        Thanks to our work, our client was able to have an overview of these services (their technical model, the type of data used, their business model) to guide their digital strategy and to reflect on how they could strengthen their position on the subject.

      • Identification of opportunities for a defense player to develop a secure information exchange platform in a collaborative combat context

        Alcimed supported a defense industrial player in the identification of opportunities for a secure information exchange platform for collaborative combat.

        Through this project, we helped our client identify and characterize market opportunities for this type of platform. We helped them redefine their offer and analyse the market’s competition. Then, we assessed the consistency of the defense industrial’s solution in relation to the demand of potential customers, and determined the addressable market.

        Thanks to the discussions with the stakeholders of the solution, we were able to identify and recommend areas for improvement in the value proposition of the service and to prioritize commercial actions in the short and medium term.

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