As hardware margins compress across the automation sector, competitive advantage increasingly lives in the software inside the product, not the product itself. Yet most OEMs still price and deliver that software as a component cost, leaving recurring revenue, upsell potential, and unprotected IP across complex distribution chains. This session examines how automation OEMs are restructuring the way they package, license, and commercialise embedded software enabling trial-to-paid conversion, feature-based upsells, and subscription models without disrupting existing distribution. Practical and implementation-focused, with real examples from robotics, industrial automation, and precision measurement.

3 Key Takeaways:

• A clear criteria for identifying which features in your product have standalone commercial value and which belong in the bundle.
• A framework for choosing the right revenue model for the way you already sell, perpetual, feature-based, subscription based, usage based or hybrid.
• One concrete next action you can take immediately sized for your team, your resources, and where you are today.