Adapt or Anchor — Vossberg's Convergence Pivot

A four-round, advanced strategy simulation set inside Vossberg Mess- und Regeltechnik AG, a EUR 720M industrial-instrumentation business unit of a German engineering group in Stuttgart (3,100 staff, 16% EBIT margin ≈ EUR 115M, 84% of revenue anchored in a converging hardware core).

Software-native rivals now bundle commodity sensors with subscription analytics at 60–75% gross margin while Vossberg's hardware margin (38%) erodes 2–3 points a year. On 21 April 2026 Vossberg loses its largest water-utility account (EUR 43M, 6% of revenue, a reference customer) — not on price or quality, but to an integrated sensor-plus-predictive-analytics subscription it cannot match.

The group CEO gives the business-unit head two quarters and a EUR 60M two-year envelope to present an adaptation plan.

Playing the BU head, you (1) read the convergence — diagnose where value is migrating (from commoditising sensors to the analytics/subscription layer), how fast the threat moves, and how much of today's EBIT is borrowed time on a lagging installed base; (2) set the explore-exploit allocation of the EUR 60M across exploit levers (hardware cost-down, margin defence, calibration-service growth) and explore levers (analytics platform, software acquisition, partner/white-label, software talent), pricing each bet's payoff, horizon and risk; (3) redesign the reporting lines — integrate Digital Ventures inside the hardware P&L, separate it into an ambidextrous unit with its own P&L and incentives, or hybridise with shared platform and sales force — and decide what the venture shares with the core and what it must not; and (4) time the pivot — set the pace of the revenue shift, the staged investment gates, and respond to a rival's acquisition that accelerates convergence, defending the plan to the board.

Grounded in Nils Stieglitz's research on strategic adaptation in converging industries: structure decides whether exploration survives the gravitational pull of the core.

The math rewards a balanced allocation, an ambidextrous-with-shared-assets structure, modelled value migration and a staged, signal-gated pivot — and punishes the five classic errors: over-exploiting the converging core, over-exploring and starving the cash engine, leaving the venture strangled inside the hardware P&L, over-separating it from the installed base and data that were its only edge, and mistiming the pivot.

Final KPIs track Profitability (EUR M EBIT vs benchmark), Innovation-Pipeline Value, Organizational Fit, and Adaptation Speed.

An advanced simulation for participants used to working with the main frameworks and trade-offs of the subject, designed for executive education and experienced professionals.