Listen "Ep.310 Why Rolls-Royce Sold Uptime, Not Engines"
Episode Synopsis
Airlines used to buy engines the hard way—massive upfront costs, unpredictable breakdowns, and “heartbreak charts” full of revenue spikes and repair crashes. Then Rolls-Royce changed everything with one line: Power by the Hour.Instead of selling engines, they sold uptime. Airlines now pay a fixed fee for every hour of flight, while Rolls-Royce monitors performance, handles maintenance, and replaces parts before they fail. The result? Predictable cash flow for airlines and steady recurring revenue for Rolls-Royce.It’s brilliant alignment: the less downtime, the more everyone earns. Rolls-Royce isn’t rewarded when engines break—they profit when planes stay flying.The lesson: Sell the outcome, not the parts. Align incentives so your customer’s success becomes yours. That’s how you turn volatility into value.Today’s Move: Rewrite one offer to sell the result, not the product—one line, fixed fee, shared success.🎧 Listen now to Good Morning, Money! — daily stories that turn business models into lasting wealth.Send us a text
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