‘It’s not like we can charge for everything’: revenue models to capture value from smart services in Pacific Asia

Western European manufacturers’ difficulties in earning revenue
from industrial services in Pacific Asia have been linked to cultural
values. Yet, ways of creating and capturing value from smart services
in the region remain unexplored. Against this backdrop, this
research seeks to (1) uncover how cultural values influence smart
service revenue models, and (2) derive revenue model configurations
enabling value capture. To do so, the authors study six
Western European manufacturers commercializing smart services
in Pacific Asia. The results indicate that indirect and freemium
revenue models may achieve fit with the cultural values identified.