面臨新威脅與挑戰的製造業者，需要在競爭的同時創造差異化並確保新的收益來源，而其中一個關鍵作法就是提供額外的數位服務。雖然訂閱模式似乎特別適用於這些數位化服務，但這種商業模式與製造業慣常採用的「一次性銷售」業務有極大差異，當前的研究亦沒辦法提供重要指導原則，來協助製造業者成功透過訂閱式商業模式來提供附加的數位服務。

因此，本研究的目標是確認製造業以訂閱商業模式提供附加數位服務的關鍵成功因素。研究中對已經參與同類型專案的專家進行兩輪定性訪談，其中第一輪的目的在確定此商業模式在施行時可能面對的挑戰和成功因素；在第二輪訪談中，則針對確定的因素進行更深入的評估，並收集更多資訊。

本研究在三個不同面向提出貢獻。首先，我們具體地定義製造業者可能面臨的挑戰（含五個類別下的17個挑戰），這些挑戰阻礙了製造業者施行訂閱式商業模式來提供附加數位服務的可行性。在此基礎上，我們亦定義五個類別及其下的24項成功因素，透過具體操作化的詮釋，可以作為實務應用之指導，確保專案的成功。此外，本研究成果亦可作為未來研究的基礎，本研究目前所定義的成功因素是整個行業廣泛通用的，因此可以視為研究的一個起點，後續可在考量不同的情境條件下，為個別的行業或部門進一步定義其成功因素。

Manufacturing companies are currently facing novel and threatening challenges. Therefore, it is relevant to ensure new opportunities for differentiation and new revenue streams. One way to do this is to offer additional digital services. Subscription models seem to be particularly suitable for the distribution of these offers. However, this business model is very different from the transactional "one-time-sale" business that is still mainly used in manufacturing companies and existing research lacks guidance on what to pay attention to in order to successfully implement subscription models for additionally offered digital services in the manufacturing industry.
Therefore, the goal of this research was to define success factors for the implementation of subscription models for additionally offered digital services. To achieve this, two rounds of qualitative interviews were conducted with experts who had already been involved in the aforementioned projects. The first round served to identify the challenges and associated success factors. In the second round, the factors identified were evaluated and additional information was gathered.
As a result, this work provides three contributions. Challenges could be defined (5 categories, 17 identified challenges), which prevent manufacturing companies from successfully implementing the described model. Based on this, success factors could be defined (5 categories, 24 identified success factors), which together with listed sub-factors and further elaboration can be used as guidance to ensure success in the described projects. Furthermore, this work serves as a basis for future research, as the defined success factors are extensively defined for the whole industry and serve as a starting point to define further success factors for specific use cases in individual industry sectors. Furthermore, this work provides the basis to develop detailed recommendations for action for individual success factors.

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