In this episode of the Product-As-A-Service Champions podcast, Yann Toutant talks with Dominiek Plancke, CEO of ETAP Lighting, about their Circular Light as a Service (C-LaaS) model.

Key takeaways:

• Four mega trends shape the model: the EU’s carbon-neutral targets, circular economy, ownership to usership, and digitalization.
• Sales need to focus on Total Cost of Ownership (TCO), addressing long-term performance, energy savings, and risk mitigation.
• Partnerships are crucial for scaling, collaborating with external partners and specialized installers.
• Circular models drive sustainability, with refurbishing luminaires delivering 70% energy savings while reducing waste.
• C-LaaS requires a company-wide transformation, touching every department from R&D to sales.