Abstract
Independent distributors (IDs), just as equipment manufacturers, have the potential to initiate a transition towardsthe provision of advanced services. However, the internal and ecosystem-related problems experienced byIDs during servitization differ due to their distinct organizational structure. The purpose of this study is thereforeto uncover problems faced by servitizing IDs during transition towards provision of advanced services, a topicwhich is still scarcely covered in the literature. Using an abductive research approach, we identify three overarchinggroups of servitization problems specific to IDs: (1) conflicting interests of key stakeholders; (2) misalignmentbetween distribution of managerial attention and servitization strategy; and (3) ineffective knowledgemanagement within the ecosystem. To diagnose these problems, we propose a servitization-readiness decisiontree that allows IDs to pinpoint hindering factors before embarking on a servitization journey. In so doing, weprovide a starting point for identifying and describing criteria for assessing IDs' servitization readiness.