What can we learn from the morning’s cases? The customer is requesting, but do you know what? What business models would be fitting and apt to address the needs of the maritime market?

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Outsourcing of
operations and respons.
External investor takes
ownership of systems
Sale-(upgrade)-and-leaseback
ESCO financing
Formulation of PSS "Packages"
Performance contracts / SLA's
Operations unit (Vessel call center)
"Coupon" service agreement
Coordination of knowledge
between shipowners

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$

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!
Ship ownerBank
(secure) debt financing
Revenue OPEX
Interest / ammortization
Supplier
CAPEX
$
IMO
Legal
requirements
40%
(unsecure)
?
+$
Product / Service
Institu-
tional
investor
Know-
ledge
partner
warranty
institution
”Buy out”
Fund
Investment
(capital)
Due
diligence /
Forecast
Warranty
Payment for
service
System /
service
purchase
Subscription / saving
ROI
Insurance
premium

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SUP
KI
WI
INV
KI
SUP
WI
Warranty institution
Supplier
Knowledge Institution
Investor (Pension fund)
Buy
Out
Fund
Candidate ship is
identified.
INV
KI
Package is sold
in free market.
or to buy out
fund
SUP
Ship is docked
and solution
installed
INV
KI
WI
Investor(s)
collect(s)
revenue
SUP
Maximum ROI
through
performance
monitoring /
maintenance
KI
feasibility of
package is
evaluated based
on operational
data
KI
WI
If attractive, the
shipowner is
approached.
KI
SUP
Final due
diligence is
performed to
reduce risk
further.
SUP
KI
WI
Investment
package is
formulated and
terms
negotiated.

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