TIAMA is one of the world leaders in providing inspection and quality control solutions for the glass packaging industry.

Goal:

Define go-to-market & pricing, contractual framework and close first pilot

How Black Winch helps:

• Marketing: Define go-to-market and pricing.
• Sales: Coach C-level to close the first pilot transaction.‍
• Operations: Design and finalize the contractual framework.‍

Fujitsu is a global provider of dynamic IT infrastructures, offering a full range of technology products, solutions, and services.

Goal:

Simplifying messaging, aligning content, and empowering sales for greater impact

How Black Winch helps:

• Marketing: Their value proposition lacked internal adoption. We analyzed key documents, identifying gaps and streamlining content for impact. Our recommendations: simplify messaging, highlight key market insights, align with customer outcomes, and redesign case studies for easy sales use
• Sales: We created an entirely new sales playbook, consolidating all essential information into a single document to give the sales team confidence when pitching their as-a-service model. To ensure a logical structure, we aligned each marketing and sales material with the Fujitsu methodology, providing clear guidance on which support documents to use at each stage. This approach significantly boosted adoption.

This customer is an American multinational technology company and is the largest technology company by revenue.

Goal:

Elevate strategy, operations, funding, sales & circularity with other as-a-service components to reach the 10% milestone

How Black Winch helps:

• Strategy: Define a complete refresh strategy. 
• Sales: Design refresh sales strategy and equip sales to adopt refresh mindset.‍
• Operations: Create complete processes, workflows and tooling for end-to-end reverse logistics.‍
• Funding: Enhance multi-funder strategy and outline initial steps for an in-house financing entity to streamline funding.‍
• Circularity: Establish circular supply chains and eco design approach.

This customer is one of the world's top IT companies with a presence in more than 160 countries.

Goal:

Elevate strategy, marketing, sales, funding & finance with other as-a-service components to reach the 3% milestone

How Black Winch helps:

• Strategy: From pilot phases to market reach expansion.
• Marketing: From ad hoc marketing support to comprehensive market education initiatives.
• Sales: From a C-level led approach to a model driven by dedicated champions.‍
• Funding: From low funded volume to enhanced funding strategy via one external funder.‍
• Finance: Externalize end customers insolvency risk.

iWell is a Dutch-based company specialised in innovative Modular Battery Systems for Real Estate Investors, Housing Corporations, SMEs and Industries. Following market demand, iwell created a Leasing solution (Cube-As-A-Service), which is successful but three main concerns were identified.

Goal:

Scale by unlocking off-balance sheet financing, enhancing shareholder value, and optimizing back-office operations and legal frameworks for efficiency and growth

How Black Winch helps:

• Strategy: Supported the rapid scaling of the Cube-as-a-Service solution by aligning funding structures with iWell’s growth objectives.
• Funding: Reviewed existing contractual schemes and created a communication pack to attract funders, enable off-balance sheet financing, and speed up onboarding.

This customer already provides device leasing to customers via funding agreements.

Goal:

Elevate operations, funding & finance with other as-a-service components to reach the 3% milestone

How Black Winch helps:

• Operations: Establish specialized teams for different operational functions with advanced As-A-Service tools and workflows.
• Funding: Deploy a multi-funder approach.
• Finance: Create financial strategy to enhance upfront margin recognition.

MVRO is a retail building consultancy. MVRO’s ambition is to retain the ownership of the equipment needed in a building and/or a retail store: Building As-A-Service or Store As-A-Service.

Goal:

Evaluate and deploy a scalable end-to-end As-A-Service solution, ensuring its eligibility and ecosystem integration to meet the full needs of retailers and landlords through a unified offering

How Black Winch helps:

• Strategy: Built an As-A-Service roadmap, defined value proposition, and designed the go-to-market approach. Included the entire ecosystem in the model development to ensure strategic alignment and scalability.
• Sales: Trained the sales team on the new As-A-Service offering, including model articulation, customer pitch refinement, and objection handling. Provided tools and materials to support customer conversion.
• Funding: Mapped relevant funding partners and proposed tailored funding schemes to support the model’s viability, including asset-backed and usage-based structures.
• Finance: Reviewed second-hand market potential to assess asset value retention and inform financial modeling. Ensured proposed models were financially sustainable.
• Ecosystem: Validated asset and service eligibility across the ecosystem. Reviewed assets and manufacturers, evaluated MVRO and partner performance risks, ensured MVRO’s commitments were mirrored by suppliers, and aligned operational roles across the value chain.