Philips CPAP B2B

Servitization Report

23/02/24
Business to business

Ghita EL ANSARI
Douae ABBAOUI
Nouaman ABOUZIA
Abderrahmane BOUAOUDA

Name of the teacher : SATA

 Summary

Chapter1 : Introduction

Chapter 2 : Data Collection Methods and Sources

Chapter 3 : Background of the Company

Chapter 4 : Discussion on Selected B2B Product

Chapter 4 : Framework Analysis on Selected B2B Product

Chapter 5 : Description the New Servitization Business Model

Chapter 6 : Go-to-Market Strategy for the New Servitization

Chapter 7 : Conclusion

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 Chapter 1 : Introduction

In the area of agricultural innovation, Philips, a famend chief in healthcare era, has launched into a
groundbreaking adventure to revolutionize farming practices thru the combination of Continuous
Positive Airway Pressure (CPAP) machines. Traditionally related to treating sleep apnea, CPAP era is
now being repurposed through Philips to cope with the particular demanding situations confronted
through farmers and beautify agricultural productivity.

With a wealthy records of pioneering improvements in healthcare, Philips brings its know-how in
CPAP era to the rural sector, presenting farmers modern answers to optimize plant increase and farm
efficiency. By leveraging CPAP machines` healing benefits, Philips ambitions to create managed
environments inside agricultural settings, mitigating the effect of environmental stressors and
maximizing crop yields.

Central to Philips' technique is the adoption of a brand new servitization commercial enterprise
model, which extends past the mere provision of bodily merchandise to embody complete offerings
tailor-made to farmers' needs. Through set up support, schooling programs, preservation offerings,
and ongoing client support, Philips seeks to empower farmers with the information and gear had to
harness CPAP era effectively.

In this paper, we delve into Philips' pioneering efforts to convert agriculture thru CPAP era, exploring
the capability benefits, demanding situations, and implications for farmers and the enterprise at large.
By reading Philips' servitization strategies, marketplace dynamics, and go-to-marketplace approaches,
we purpose to discover possibilities for using innovation, sustainability, and increase in current
farming practices. Through this exploration, we are seeking for to shed mild at the transformative
capability of CPAP era in agriculture and its function in shaping the destiny of farming.

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 Chapter 2 : Data Collection Methods and Sources

In this significant chapter, we lay the basis for our comprehensive examination by fastidiously
specifying the strategies and sources utilized to assemble the wealthy embroidered artwork of
information that supports our examination. Serving as a foundational column, this chapter is
instrumental in giving a strong system for our ensuing examination and vital suggestions.Essential

Inquire about:

At the heart of our information collection endeavors lies essential investigate, a foundation of our
strategy. Through fastidious interviews, studies, and firsthand perceptions, we gather priceless
experiences specifically from key partners, counting healthcare experts, B2B clients, and end-users.
This coordinate engagement permits us to capture nuanced viewpoints, reveal developing patterns,
and approve speculations with real-world information.

Auxiliary Inquire about:

In pair with essential inquire about, auxiliary investigate shapes a basic component of our information
collection weapons store. Leveraging a endless cluster of insightful articles, industry reports,
advertise examinations, and corporate filings, we tap into a riches of existing information to improve
our understanding of the broader healthcare scene, advertise flow, competitor methodologies, and
administrative systems. By synthesizing experiences from differing sources, we pick up a all
encompassing point of view that illuminates our vital examination.

Partner Interviews:

Central to our information collection endeavors are in-depth interviews with a differing cluster of
partners, extending from officials and decision-makers inside Philips to healthcare suppliers,
merchants, and end-users. These interviews serve as a conduit for unbiased exchange, permitting us to
dig into the nuanced complexities of partner viewpoints, torment focuses, goals, and neglected needs.
Through this subjective investigation, we uncover important experiences that light up key openings
and challenges confronting the CPAP B2B advertise.

Comprehensive Showcase Overviews:

In expansion to subjective interviews, we utilize comprehensive showcase overviews to capture

quantitative information and gage broader showcase assumptions. These studies are fastidiously
created to evoke significant reactions from a agent test of B2B clients, healthcare experts, and other
significant partners. By analyzing study information, we pick up important factual bits of knowledge
into advertise patterns, inclinations, fulfillment levels, and request drivers, improving our
understanding of the CPAP B2B advertise scene.

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 Chapter 3 : Background of the Company

Our exploration starts offevolved with a complete evaluate of the CPAP gadget manufacturer, a
expert in assembly the precise wishes of the rural sector. Delving into the historic trajectory of the
enterprise famous a story steeped in innovation and a dedication to serving its customers with
excellence.

At the coronary heart of the enterprise lies a clean undertaking and vision, using its endeavors ahead
with a focal point on improving agricultural practices via technological improvements. Embedded
inside those guiding concepts is a deep-seated determination to client satisfaction, manifested
withinside the relentless pursuit of answers that cope with the evolving wishes of farmers.

Central to our exam are the enterprise`s various product offerings, mainly tailor-made CPAP
machines designed to optimize agricultural operations. These machines aren't simply gear however
constitute a fusion of modern-day era and realistic functionality. We shine a highlight on their key
attributes, functionalities, and the technological improvements that distinguish them withinside the
marketplace.

Furthermore, our research extends past the goods themselves to embody the enterprise's marketplace
footprint, distribution networks, and strategic alliances withinside the agricultural domain. By
information the enterprise's presence withinside the enterprise, we advantage precious insights into its
ability to force innovation and supply cost to its customers.

As we embark in this journey, gaining a deeper information of the enterprise's history serves as a vital
foundation. It units the degree for our exploration into how this enterprise chief is poised to propel
servitization and technological innovation in CPAP gadget usage amongst farmers. Through a
meticulous exam of its history, values, and offerings, we find the important thing drivers in the back
of its pivotal position in shaping the destiny of agriculture.

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 Chapter 4 : Discussion on Selected B2B Product

Continuous Positive Airway Pressure (CPAP) machines stand as important B2B merchandise
withinside the healthcare sector, mainly for the control of sleep apnea.

These gadgets are by and large focused on the direction of healthcare establishments and clinics,
serving as important equipment in enhancing affected person fitness and well-being.

Conversations revolving round CPAP machines frequently delve into their effectiveness in treating
sleep apnea, highlighting their position in improving the fine of lifestyles for patients. Furthermore,
discussions comment on the technological improvements inherent in CPAP machines, showcasing the
continued innovation withinside the scientific gadget enterprise.

As the panorama of healthcare maintains to evolve, CPAP machines continue to be at the leading
edge of addressing sleep-associated disorders, making them a critical consciousness of dialogue and
evaluation withinside the healthcare community.

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 Chapter 4 : Framework Analysis on Selected B2B Product

When challenge a framework evaluation of CPAP machines, a holistic method is important to seize
the multifaceted factors surrounding those gadgets. Central to this evaluation is the assessment of the
technological functions embedded inside CPAP machines, which includes their stress settings,
humidification capabilities, and facts tracking functionalities. These functions now no longer most
effective make contributions to the effectiveness of the machines in treating sleep apnea however
additionally affect their marketplace positioning and aggressive advantage.

Moreover, elements along with marketplace demand, aggressive panorama, regulatory compliance,
and distribution channels play pivotal roles in shaping the trajectory of CPAP system adoption and
utilization. Understanding marketplace dynamics and regulatory necessities is important for producers
and providers to navigate the complexities of the healthcare enterprise successfully.

Framework evaluation gives a based method to evaluate the strengths, weaknesses, opportunities, and
threats related to CPAP machines withinside the B2B context. It gives precious insights into
marketplace trends, client preferences, and capability regions for innovation. By leveraging this
framework, stakeholders could make knowledgeable choices concerning product development,
advertising strategies, and distribution channels, in the long run using increase and fulfillment
withinside the B2B marketplace.

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 Chapter 5 : Description of the New Servitization Business Model

In the world of CPAP machines, the emergence of a brand new servitization commercial
enterprise version marks a huge departure from conventional product-centric approaches.
This revolutionary version transcends the mere provision of bodily merchandise and extends
to embody a set of complete offerings tailor-made to satisfy the evolving desires of
healthcare providers.

At the middle of this paradigm shift lies a reputation of the significance of holistic aid all
through the whole lifecycle of CPAP machines. This consists of offerings including
installation, wherein professional technicians make certain seamless integration into
healthcare facilities, minimizing disruptions and maximizing performance from the outset.

Moreover, the brand new servitization commercial enterprise version emphasizes the
significance of ongoing education applications designed to equip healthcare specialists with
the expertise and abilties had to leverage CPAP machines effectively. By empowering
customers with the essential expertise, this version now no longer best complements affected
person care however additionally contributes to the general achievement of CPAP remedy
applications.

Maintenance offerings constitute any other essential issue of the servitization version,
making sure that CPAP machines function at height overall performance ranges all through
their operational lifespan. Regular renovation exams and well timed maintenance assist
mitigate downtime and expand the sturdiness of equipment, therefore optimizing aid usage
and decreasing general value of possession for healthcare providers.

Furthermore, the supply of ongoing aid offerings represents a cornerstone of the

servitization version, providing responsive help and troubleshooting steering every time
needed. This proactive technique to customer support fosters robust commercial enterprise
relationships constructed on accept as true with and reliability, in the end improving patron
pride and loyalty.

By adopting servitization, CPAP providers can offer additional services, aligning with
healthcare needs for enhanced patient care and ensuring sustained growth in the industry.
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 Chapter 6 : Go-to-Market Strategy for the New Servitization

In the context of CPAP machines tailor-made for agricultural use, let`s look at a hypothetical
state of affairs wherein Philips, a main producer on this space, adopts a brand new
servitization commercial enterprise version.

Market Segmentation: Philips starts through segmenting the rural marketplace primarily
based totally on elements including farm size, crop type, and geographic location. This lets in
them to discover precise client wishes and tailor their servitization services accordingly. For
example, they will goal large-scale business farms with complete answers at the same time as
presenting greater streamlined applications for smaller, family-owned operations.

Product Customization: Philips develops CPAP machines with specialised functions

optimized for agricultural applications, including improved durability, dirt resistance, and
compatibility with current farm gadget. These custom designed merchandise shape the
inspiration in their servitization services, offering farmers with gear tailor-made to their
particular requirements.

Service Bundling: Philips applications their CPAP machines with a variety of price-
delivered offerings designed to decorate the general farming revel in. This may also consist
of set up assist to make certain seamless integration into current farm infrastructure,
complete schooling applications to teach farmers on right utilization and maintenance, and
proactive tracking offerings to stumble on problems and offer well timed assistance.

Partner Collaboration: Philips collaborates with neighborhood agricultural experts,

agronomists, and farm gadget sellers to amplify their attain and supply personalised answers
to farmers. By leveraging current networks and knowledge inside the agricultural
community, they could decorate the effectiveness in their go-to-marketplace method and
higher serve their goal customers.

Digital Platforms: Philips invests in virtual structures and IoT-enabled generation to

facilitate far off tracking and control of CPAP machines deployed on farms. This allows real-
time statistics collection, overall performance tracking, and predictive maintenance,
permitting farmers to optimize their operations and maximize productivity.

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 Customer Engagement: Philips prioritizes ongoing engagement with farmers to collect
feedback, cope with concerns, and discover possibilities for non-stop improvement. This
may also contain everyday surveys, consumer forums, and committed customer service
channels to make certain a fine client revel in in the course of the servitization journey.

Pricing Model: Philips adopts a bendy pricing version that aligns with the price introduced
thru their servitization services. This may also consist of subscription-primarily based totally
pricing plans that package deal product charges with ongoing carrier and assist fees, offering
farmers with predictable fees and tangible ROI.

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 Marketing Plan New Services for CPAP Products
Introduction:

The introduction of new services, particularly focusing on use-oriented and result-oriented

servitization strategies, presents an opportunity to enhance the value proposition of CPAP products.
This marketing plan aims to outline the strategies and tactics for effectively promoting these services
to healthcare providers in the B2B market.

Market Analysis:

Identify key segments within the B2B market for CPAP products, including hospitals, sleep clinics,
and home healthcare providers. Analyze the current landscape of CPAP services, including existing
offerings, customer needs, and competitive positioning. Assess market trends and regulatory
considerations that may impact the adoption of new services.

Target Audience:

Primary target audience: Healthcare providers responsible for prescribing, managing, and
administering CPAP therapy, including sleep specialists, respiratory therapists, and medical directors.
Secondary target audience: Hospital administrators, procurement managers, and decision-makers
involved in purchasing CPAP products and services.

Value Proposition:

Emphasize the use-oriented benefits of the new services, such as improved patient adherence, therapy
optimization, and streamlined workflow for healthcare providers. Highlight the result-oriented
outcomes, including enhanced patient outcomes, reduced healthcare costs, and increased operational
efficiency for healthcare facilities.

Marketing Strategies:

a. Educational Campaigns: Develop educational materials, webinars, and workshops to raise

awareness about the benefits of the new services among healthcare providers. Provide training
sessions on how to integrate and utilize the services effectively within clinical practice. Collaborate
with key opinion leaders and industry experts to endorse the services and share best practices.

b. Customized Solutions: Offer tailored solutions to address the specific needs and preferences of
different customer segments. Provide flexible pricing models and service packages based on the
volume of patients, level of support required, and budget constraints. Collaborate closely with
healthcare providers to co-create solutions that align with their unique workflows and patient
populations.

c. Outcome Measurement and Reporting: Implement robust data analytics and reporting capabilities
to track key performance indicators related to service utilization, patient outcomes, and cost savings.
Provide regular performance reports and insights to healthcare providers, demonstrating the tangible
impact of the services on their practice and patient care. Use data-driven insights to continuously

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 refine and optimize the services to meet evolving customer needs and market dynamics.

d. Thought Leadership and Content Marketing: Establish Philips Healthcare as a thought leader in
CPAP therapy and servitization by publishing white papers, case studies, and articles on relevant
topics. Leverage digital channels such as blogs, social media, and online forums to engage with
healthcare professionals and share valuable insights and resources. Participate in industry events,
conferences, and webinars to showcase the innovative services and thought leadership in the field.

Implementation Plan:

Develop a phased rollout plan for introducing the new services, starting with pilot programs in select
healthcare facilities before scaling up to broader adoption. Assign dedicated account managers or
customer success teams to provide ongoing support and guidance to healthcare providers throughout
the implementation process. Establish clear communication channels and feedback mechanisms to
solicit input from customers and address any issues or concerns promptly.

Measurement and Evaluation:

Define key performance indicators (KPIs) to measure the success of the marketing plan, including
service adoption rates, customer satisfaction scores, and business impact metrics. Conduct regular
assessments and reviews to evaluate the effectiveness of marketing strategies and tactics, making
adjustments as needed to optimize results. Solicit feedback from customers through surveys,
interviews, and focus groups to gather insights and identify areas for improvement.

Conclusion:

In conclusion, the marketing plan for the new CPAP services focuses on leveraging use-oriented and
result-oriented servitization strategies to drive adoption and deliver value to healthcare providers in
the B2B market. By aligning marketing efforts with customer needs and emphasizing tangible
outcomes, Philips Healthcare can position itself as a trusted partner in advancing CPAP therapy and
improving patient care.

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 Chapter 7 : Conclusion
In conclusion, Philips has launched into a transformative adventure through introducing CPAP era
into the rural sector, thereby redefining conventional farming practices and unlocking new
opportunities for sustainable increase. Through the version of CPAP machines for agricultural use
and the implementation of a servitization commercial enterprise model, Philips has verified its
dedication to innovation, customer-centricity, and using wonderful extrade throughout industries.

The integration of CPAP era into agriculture holds vast promise for boosting crop yields, optimizing
plant health, and enhancing operational performance on farms. By leveraging the healing advantages
of CPAP era, farmers can create managed environments that sell most desirable increase conditions,
mitigate the effect of environmental stressors, and in the end gain extra productivity.

Moreover, Philips` complete carrier offerings, along with installation, training, maintenance, and
ongoing support, have in addition solidified its function as a depended on companion withinside the
agricultural community. By imparting farmers with the vital tools, resources, and expertise, Philips
empowers them to maximise the cost of CPAP era and comprehend their complete ability in
agricultural production.

Looking ahead, Philips stays poised to keep using innovation and using sustainable increase
withinside the agricultural sector. Through ongoing collaboration with farmers, agronomists, and
enterprise stakeholders, Philips can in addition refine its offerings, cope with rising demanding
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 situations, and capitalize on new possibilities to create lasting cost for its clients and the wider
agricultural ecosystem.

In summary, Philips' assignment into agriculture with CPAP era represents a compelling instance of
ways era may be harnessed to cope with urgent demanding situations and power wonderful extrade in
conventional industries. As we pass forward, the combination of CPAP era into farming practices
holds the ability to revolutionize agriculture, enhance meals security, and make contributions to a
greater sustainable destiny for generations to come.

List of all sources

These sites help you learn more about CPAP machines, going beyond what we covered in this
report:

 American Sleep Apnea Association. (n.d.). Retrieved 2024, from

https://www.sleepapnea.org/
 CPAP.com. (n.d.). Retrieved since 1999 to 2024, from https://www.cpap.com/

 Healthline. (n.d.). CPAP Machine: How It Works, Uses, Benefits, and Risks. Retrieved
2024, from https://www.healthline.com/health/sleep/cpap-machine

 Mayo Clinic. (n.d.). Continuous positive airway pressure (CPAP). Retrieved since
1998 to 2024, from https://www.mayoclinic.org/tests-procedures/cpap/about/pac-
20394175

 National Sleep Foundation. (n.d.). CPAP Machines. Retrieved since 2019 to 2024,
from https://www.sleepfoundation.org/cpap-machines

 Philips Healthcare. (n.d.). Sleep and Respiratory Care - CPAP. Retrieved since 2004

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 to 2024, from https://www.philips.com/healthcare/solutions/sleep-and-respiratory-
care/cpap

 ResMed. (n.d.). Retrieved since 2003 to 2023 , from https://www.resmed.com/

 Sleep Education. (n.d.). CPAP Therapy. Retrieved 2024, from

https://www.sleepeducation.org/treatment-therapy/cpap-therapy/

 WebMD. (n.d.). CPAP Machines: Tips for Common Problems. Retrieved since 2005 to
2024, from https://www.webmd.com/sleep-disorders/cpap-qa-common-problems

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