The industrial sector is undergoing a fundamental shift towards services and outcomes instead of traditional products. Instead of selling machines, manufacturers are increasingly offering performance or solutions – such as uptime, output, or energy savings – as part of long-term agreements known as outcome-based contracts (OBCs). However, can such agreements withstand unexpected disruptions like geopolitical crises, supply chain breakdowns or rapid technological shifts?
Olli Kuismanen’s doctoral dissertation explores how external changes impact the long-term feasibility of outcome-based business models (OBMs) related to capital-intensive industrial equipment. By applying futures research methods, the study identifies changes that pose risks or create opportunities for suppliers and customers and analyses their impacts and implications. The research also highlights how strong partnerships, adaptability and shared responsibilities become essential for ensuring these contracts remain beneficial for all the parties.
“In a world of uncertainty, future-proofed business models are not just a competitive advantage but a necessity. My research helps companies prepare for changes and design outcome-based offerings that deliver value throughout the long equipment life cycles,” says Kuismanen.
The findings are relevant for the manufacturers of all kinds of industrial equipment seeking sustainable growth and resilience as investments in equipment are significant and their life cycle long. Such companies play a significant role in the Finnish technology industry, while often struggling with differentiation and turning technological advantages into a major competitive edge.
Olli Kuismanen is a serial entrepreneur who is working at the technology company Upheat Solutions that develops high-temperature heat pump systems for the recovery of industrial waste heat which it also offers as a service (Heat-as-a-Service). Previously he has managed businesses and disrupted business models at e.g. Tamturbo and Konecranes.
Public defence on Friday 28 March
MSc (Tech) Olli Kuismanen’s doctoral dissertation in the field of information and knowledge management titled Life Cycle Feasibility of Outcome Business Models in Capital-Intensive Industrial Equipment Business will be publicly examined at the Faculty of Management and Business of Tampere University at 14.00 on Friday 28 March 2025. The venue is auditorium Pieni sali 1 (FA032) in the Festia building, address Korkeakoulunkatu 8, Tampere. The Opponent will be Professor Christian Nielsen from the University of Bologna while Professor Hannu Kärkkäinen from the Faculty of Management and Business will act as the Custos.