Start a conversation ↗

Description

Product-as-a-Service: Understanding, Assessing and Designing a Usage-Based Offer

Sell usage and performance rather than a product, then rebuild the business model that goes with it

  • 0.43 days — 3 h
  • In-person or virtual
  • Foundation
  • Up to 6 participants

Organisations across the UAE are looking to reduce their resource consumption without knowing where to begin on the offer side. Selling the use of an equipment item rather than the equipment itself changes invoicing, asset ownership and the relationship with the client. The topic often remains at the level of intention for lack of an economic translation.

This three-hour virtual session presents the functional or usage-based economy in operational terms. Participants understand the principles of the model, identify the activities where it applies and outline a usage-oriented offer together with its consequences for costs, invoicing and the commitments made.

Learning objectives

  • Explain the principles of the usage-based economy and how it differs from product selling
  • Identify activities suited to a usage-oriented offer
  • Describe the consequences of the model for asset ownership and invoicing
  • Outline a service offer incorporating a performance commitment
  • Identify the success factors and points of caution when shifting to usage

What makes this programme different

A usage-oriented offer is outlined on the participant's own business activity
Cash flow and balance sheet consequences are examined before any commitment
Performance commitments are formulated in verifiable terms

Programme

1Principles of the Model

Understanding what changes when you sell usage

  • Product selling, usage selling and performance selling
  • Shift in ownership and responsibility
  • Expected effects on resource consumption
  • Sectors already organised around this model

2Designing the Offer

Moving from intention to a concrete proposal

  • Identifying the client's real usage requirement
  • Scope of the associated service and level of commitment
  • Formulating a verifiable performance commitment
  • Pricing and the billing unit

3Economic Conditions and Implementation

Checking that the model holds up

  • Impact on cash flow and funding requirements
  • Asset service life, maintenance and refurbishment
  • Long-term client relationship and dispute handling
  • Steps for a limited pilot before wider roll-out

Who is it for

CSR and sustainability managers, as well as business leaders responsible for an offer and business development officers engaged in transforming the business model.

Prerequisites

No prerequisites

Dates & locations

12 scheduled dates between November 2026 and December 2027. Seats are confirmed in the order enquiries are received.

November 2026

December 2026

January 2027

February 2027

March 2027

April 2027

May 2027

June 2027

September 2027

October 2027

November 2027

December 2027

None of these dates suit you? We open additional sessions on request, and any programme can be run privately for your team.

Practical details

Before the programme
Online positioning questionnaire. Your development objectives are shared with the trainer, who tailors the practical case studies to your context.
Teaching methods
Theoretical input, workshops and practical case studies. Digital course materials and method sheets provided.
Assessment
Multiple-choice tests and role-play exercises. Assessment of learning at the start and end of the programme, with immediate and 60-day follow-up evaluations.
After the programme
One year of access to the e-learning platform. Self-assessment of the skills acquired and a 30-day follow-up session with your trainer.
How to register
Registration online or on the basis of a quotation.
Lead time
11 working days after confirmation of registration.
Accessibility
Accessible to people of determination. Contact our accessibility coordinator to design a suitable solution: contact@mpf-academy.ae
Start dates
Rolling intake: in addition to the scheduled sessions, this programme can start on request.