Meditec is a German manufacturer of instruments for surgeries. The company is quality leader in this sector and
supplies many German and international hospitals. However, the opportunities for differentiation against
competitors decrease continuously. New competitors from emerging markets are challenging the market position of
established companies in this industry. Meditec is therefore forced to change its strategy and business model in order
to survive in this novel competitive environment. The management of Meditec has decided to traverse from a pure
product manufacturer to a customer-centric solution provider. This transformation requires the development of new
processes, competencies and capabilities – especially with respect to IT and IT services.
This teaching case helps in understanding the role of IT in product-service systems (PSS) and PSS-based business
models. Therefore the case illustrates why IT is necessary to establish a PSS-based business model and why a
customer-centric view is important for this kind of business model.
Fähling, Jens; Köbler, Felix; Leimeister, Jan Marco; and Krcmar, Helmut, "FROM PRODUCTS TO PRODUCT-SERVICE SYSTEMS: IT DRIVEN TRANSFORMATION OF A MEDICAL EQUIPMENT MANUFACTURER TO A CUSTOMER-CENTRIC SOLUTION PROVIDER" (2010). ICIS 2010 Proceedings. 74.