Your customers are not necessarily choosing between ownership and access. The findings suggest that many organisations are evaluating different approaches depending on asset type, operational requirements and business priorities.
2026.07.10
Usage-based models become strategic: why flexibility is gaining attention – and what it means for OEMs and their distribution partners
In our previous articles, we explored how capital constraints, lifecycle complexity, investment uncertainty, regulatory requirements and end-of-life responsibilities are adding new layers of complexity to equipment decisions.
Against this backdrop, many organisations are reassessing how equipment is accessed and financed. Usage-based models are one of the approaches reflected in the data. While they are already present across Europe, the findings suggest that their development depends on more than demand alone.
Usage-based models are already part of the equipment landscape
Usage-based models are no longer limited to specific industries or niche applications. Across Europe, 45% of respondents say they already access at least a quarter of their equipment through leasing or usage-based models. This suggests that access-based approaches are already established across a significant share of organisations. At the same time, ownership remains an important part of equipment strategy for many businesses.
The findings therefore point to a landscape where multiple approaches coexist rather than a transition from one model to another.
What this signals for OEMs and equipment suppliers
The perceived benefits of flexibility
The report highlights several reasons why organisations may be interested in usage-based approaches. 50% of respondents believe traditional CAPEX models expose businesses to unnecessary financial risk. Meanwhile, 58% say greater access to equipment would improve agility.
These findings suggest that some businesses associate usage-based models with greater flexibility and the ability to respond more easily to changing conditions. The report also highlights perceived links with access to newer technologies and the management of obsolescence risk.
Country perspective
The perceived value of flexibility is emerging within different market contexts across Europe. In the Netherlands, where 45% of organisations report that capital tied up in equipment constrains growth frequently or very frequently, the benefits associated with flexibility and capital availability may be particularly visible. In Spain, the equivalent figure is 38%.
These findings suggest that the context in which equipment is financed and accessed can differ significantly across markets.
What this signals for OEMs and equipment suppliers
The findings suggest that flexibility is becoming an increasingly visible consideration in equipment discussions. For some organisations, equipment evaluation may include considerations that extend beyond acquisition and ownership alone.
Interest does not automatically translate into adoption
Despite the reported benefits, adoption remains uneven. The report highlights several factors that organisations associate with barriers to wider usage of leasing and usage-based models. Among the most frequently cited:
- 31% cite a preference for ownership and control
- 31% cite a lack of supplier options or offer availability
- 29% cite perceived higher costs over time
- 28% cite uncertainty around end-of-contract processes
- 25% cite a lack of internal awareness or understanding
These findings suggest that demand is only one part of the equation. Parctical, operational and organisational factors also appear to influence adoption.
Country perspective
The factors influencing adoption do not exist in isolation. In the Netherlands and Belgium, 28% of respondents report significant or severe investment delays linked to uncertainty around future technologies, compared with 26% in Italy.
These findings suggest that organisations may evaluate access models within a broader environment shaped by technology risk, investment uncertainty and changing capital priorities.
What this signals for OEMs and equipment suppliers
The findings suggest that accessibility and clarity may be important considerations alongside the models themselves. Where complexity remains high, adoption may remain uneven even where interest exists.
The role of ecosystem maturity
The report suggests that wider adoption depends on more than customer interest. Usage-based models rely on a broader ecosystem that includes:
- available supplier offers
- contractual clarity
- operational capabilities
- customer understanding
Where these elements are more developed, organisations may find it easier to evaluate and implement alternative approaches. This suggests that ecosystem maturity remains an important part of the discussion.
What this signals for OEMs and equipment suppliers
The findings suggest that conversations around usage-based models may increasingly extend beyond financing structures alone. Operational simplicity, transparency and ease of implementation may also influence how these models are assessed.
Conclusion: from interest to implementation
What emerges from the findings is not a simple shift toward usage. Rather, the data points to a more nuanced picture. Usage-based models are already present across many organisations, and respondents associate them with benefits such as flexibility, agility and reduced financial exposure. At the same time, adoption remains influenced by a range of practical, organisational and market-related factors.
The findings therefore suggest that future development may depend not only on demand, but also on the ability to reduce complexity and support implementation across the wider ecosystem.
Get the full report
Get practical, data‑driven insights into how European businesses are rethinking equipment strategy. Based on research with over 1,000 business leaders across six key sectors, the European Business Equipment Outlook 2026 highlights the trends, challenges and priorities shaping equipment strategy today, and what they mean for businesses looking to stay competitive.