The biggest challenge now is to find ways to generate revenue throughout the machine's lifecycle, not just during commissioning.

Machine builders are innovators and are constantly improving their machines. The biggest challenge now is to find ways to generate revenue throughout the lifecycle of the machine, not just during commissioning. They need to think about new, digital ways of serving customers and develop corresponding business models. To do this, they need the right personnel - which is proving particularly difficult due to the shortage of engineers.

What items are on the agenda for machine manufacturers?

Many machine manufacturers have made the strategic decision to invest in the development of new service offerings. They want to use their knowledge to continuously improve their machines and advise customers on how they can use the machine most efficiently.

Many companies are taking the first steps towards these offerings by using the Industrial Internet of Things (IoT). Internal project groups are being set up and IoT specialists are being recruited. The strategy is communicated throughout the company so that all departments, from technology to service and sales, are involved.

How do you think the IIoT will contribute to these offerings in the near future?

Mechanical engineering will focus more and more on providing excellent service rather than just selling technology. Machine builders want their own IIoT portal with their own app where they can prepare automated insights for their customers. Preferably in one central location. With these options, they can sell new service models and open up new revenue streams.

What measures are machine manufacturers taking to realize these new business opportunities?

As remote access is generally seen as essential, many machine builders are now taking the first steps towards condition monitoring - having had this on their agenda for some time. Today, there are many examples of implementations in different industries from which they can learn.

Machine manufacturers need to think about new ways of serving customers and develop corresponding business models.

In addition, technology has evolved to make it easier to start implementing IIoT. Analyzing the collected data is becoming more and more popular, which is crucial for condition monitoring. In addition, there is an increasing demand for integrations with third-party tools in IIoT platforms, such as with an ERP or ticketing system. This makes it possible to put together the best process to get machines running optimally.

Which trends do you think will be the most important for the industry in 2022?

I think there are a number of topics that will play a major role for machine manufacturers not only in 2022, but also in the years to come. New service offerings will certainly become established. As already mentioned, the focus of machine builders is shifting from selling technology to selling first-class service. This leads to an increasing importance of data analysis. Machine builders will not only start monitoring condition, but also monitoring machine performance and analyzing machine data to determine the reasons for downtime.

In addition, data security and sustainability are becoming increasingly important, prompting machine builders to devote more attention and resources to cyber security and to help their customers reduce waste and energy consumption in production.

What advice do you have for mechanical engineering companies that want to grow in such a highly competitive environment?

We find ourselves in a rapidly growing market with ever stronger competitors, partly due to company mergers, and customers who expect more and better services. As a result, it is crucial to forge long-term business plans and pursue a strong strategy for the future - a strategy that includes, for example, the sale of services as a new business model.

Take it one step at a time; form a project team with a mix of committed people from inside and outside the company to start the innovation process. Think outside the box and make sure you invest in the future. At Ixon we follow the motto: Think big, start small, scale fast.

What contribution can Ixon make to the future plans of machine manufacturers?

Ixon 's mission is to inspire machine builders and give them a competitive edge. This means that we help machine builders to find a strategy that fits their individual needs and plans. In addition, we offer the right technology and tools to successfully implement this strategy - with the corresponding security across our entire organization and products.