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From hardware to digital provider with an IoT platform

As a medium-sized manufacturing company, Pfreundt is the global market leader in its niche — a typical German hidden champion. Today, Pfreundt no longer focuses solely on the hardware business, but creates added value for its customers through a digital ecosystem with deep process support.

Radlader mit Pfreundt-Waage misst Gewicht in Schaufel und überträgt Daten in die IoT-Plattform zur Auswertung

Our impact

New digital business
Software-as-a-service business models with customers and distribution partners
Central IoT platform
Real-time hub for reporting, ERP connectivity and applications
Focus on the future
From technology-driven engineer to user-oriented digital actor

The challenge

Pfreundt's weighing systems are installed in wheel loaders and tippers and produce data that is of interest for billing and analysis.

Pfreundt took the first step towards digitization early on: Since 2013, they have been leaving data The cab is no longer with a thermal printer, but go directly into the cloud. But for a long time, the web portal developed by Zweitag was only marketed as a digital add-on and did not create any strategic advantage.

The problems:

  • How do you turn the cost factor into a service portal business mainstay?
  • How do you get from machine data to added values such as automated processes, digital delivery notes and optimized control of loading processes?
  • How does the transformation work from a technically oriented engineering company to a customer-centred solution provider?

Consulting services

Development of digital business models

  • Strategy project to analyze the status quo and market potential, do user research and develop recommendations for action
  • Definition of KPIs
  • Roadmap development
  • Formulation of pricing models
  • Accompanying the implementation of the introduction of a SaaS model with monthly billing for example

Team building go-to-market

  • Support for the establishment of a business unit to tap into a new market
  • Definition and analysis of target customer profiles
  • Support of growth team for targeted, operational customer growth
  • Organization of a sales hackathon to validate market hypotheses and strengthen team motivation
  • Support in initiating strategic partnerships

User research: interviews & testing

Far too often, user needs are evaded. We avoided this by:

  • Validation of new service concepts at the bauma trade fair on the basis of click dummies
  • Conduction of qualitative user interviews to optimize the web portal and driver app
  • User testing for usability feedback

Data-based product development

Gut decisions aren't always right and user interviews don't always produce a complete picture. Therefore:

  • Put on a dashboard to measure success
  • Use of feature usage data for decisions
  • Data-based learning about user behavior and usage issues
  • Customer segmentation by usage profiles

Engineering services

Platform as a hub for process data and connected applications

We bring IoT data from scales to a cloud platform.

Added value for Pfreundt customers:

  • Time savings: Directly process weighing data, e.g. for digital delivery notes and invoices via ERP
  • Better utilization: Uncover inefficient use of machinery and driver capacity
  • Relieved administration: Overview of order fulfillment and flows of goods
  • Seamlessly integrated: Easy connection to the customer's SAP/ERP, shop and CRM systems

Driver app for process automation

Truck drivers process their orders via the “Load & Go” app.

Added value for Pfreundt customers:

  • Efficiency through transparency: The driver can comprehend the real time loading process
  • Simplified planning: The driver receives a daily overview about scheduled orders
  • Paperless process: A digital delivery note is created per digital signature in the cab
  • Convenience and safety: The driver has an overview via app and no longer has to get off

Service portal for remote maintenance

New business model for sales partners abroad

Added value for Pfreundt & sales partners:

  • Cost and time savings: Diagnosis and maintenance from headquarters
  • Intuitive operation: True-to-original “digital twin”
  • Strengthening customer loyalty: Improved, faster support
  • Competitive differentiation: Innovative service strengthens the image
Jonas Wissing
“Zweitag supports us in our transition from a hardware manufacturer to a provider of digital products. As a company, we need to realign ourselves and become more agile. We find working with Zweitag to be very refreshing and productive. Critical questions about deadlocked structures are also asked on equal footing. ”

Jonas Wissing

Managing Director, Pfreundt GmbH

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