ACCA Strategic Professional · Strategic Business Leader · Strategic choices
Zentra Ltd sells industrial printers. It plans to stop selling the machines outright and instead charge customers a monthly fee based on pages printed, with Zentra retaining ownership and supplying ink and maintenance. Which change to its business model does this most clearly represent?
The shift is to a pay-per-use, servitisation revenue model. Zentra keeps ownership and sells outcomes (printed pages with service) rather than machines, so it changes how value is captured and delivered, not merely the market or competitive position.
- AMoving to a pay-per-use (servitisation) revenue modelCorrect
- BMoving to a cost leadership generic strategy
- CMarket penetration using the existing product-market scope
- DBackward vertical integration into ink production
Explanation
Charging per page while retaining ownership and providing service changes how value is captured, which is a revenue model change known as servitisation or pay-per-use. Market penetration concerns selling more of the same product in existing markets and does not alter the model. Cost leadership is a competitive strategy, and nothing here indicates integration into ink production.
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