Mikko Uuskoski: Novel framework enables a new type of SME adoption of Outcome‑Based Contracting

In his doctoral dissertation, M.Sc. (Tech.) Mikko Uuskoski examines how machine manufacturers, especially small and medium-sized enterprises (SMEs), can successfully adopt Outcome-Based Contracting (OBC) business models. By shifting the focus from selling equipment to delivering measurable outcomes such as uptime, output, or cost savings, OBC enables stronger customer relationships, recurring revenue, and improved sustainability. Uuskoski’s research highlights that SMEs face distinctive challenges due to limited resources, lean organizational structures, and lower digital maturity, an area often overlooked in existing literature focused primarily on large corporations. His study develops a practical and adaptable framework designed specifically for SME realities.

Based on multiple case studies and expert interviews, the dissertation identifies 16 critical decision criteria and demonstrates clear differences between SMEs and large firms in contract design, risk management, and the use of digital technologies. The work also shows how Industry 4.0 technologies, including IoT, predictive maintenance, and data analytics, can support successful outcome-oriented approaches. Overall, the dissertation offers actionable tools and insights for manufacturers transitioning from product-centric to outcome-driven business models.

The doctoral dissertation of M.Sc. (Tech.) Mikko Uuskoski, in the field of Management and Business, titled Novel opportunities for outcome-based contract business models in machine manufacturing industry, will be publicly examined at the Faculty of Management and Business at Tampere University on 23 January 2026. The Opponent will be Professor David Romero from Tecnológico de Monterrey, Mexico. The Custos will be Professor Hannu Kärkkäinen from the Faculty of Management and Business, Tampere University.