This project explores Festo Didactics’ transition from static, PDF-based learning materials to its fully digital, subscription-based platform, FestoLX. The aim is to support Festo Didactics’ broader digital transformation by developing a customer-centered migration strategy that ensures business sustainability while minimizing customer attrition and revenue loss.

Project Objectives

The project’s primary objective is to design a data-driven migration approach that facilitates the shift from one-time PDF purchases to subscription-based digital learning on FestoLX. This includes addressing customer concerns, identifying barriers to adoption, and recommending both commercial and technical measures to support a smooth transition.

Methodology

This project employed a mixed-methods approach, combining secondary research on market literature and competitor strategies with primary research consisting of internal data analysis and expert interviews. This integrated methodology provided a comprehensive understanding of customer behavior, platform challenges, and strategic opportunities.

Key Findings

Our research reveals that the continued preference for PDFs is driven by key factors where the current FestoLX platform falls short. Customers favor PDFs for their superior usability and accessibility, citing easy navigation, offline access, and annotation features. Economically, the ownership and cost predictability of a one-time PDF purchase is often perceived as more viable than a recurring subscription, particularly for users with sporadic needs. Furthermore, the static, non-tracking nature of PDFs aligns with stringent corporate security and privacy policies. These advantages are compounded by FestoLX's own platform shortcomings, including fragmented navigation and technical issues, which collectively deter wider adoption.

Competitor Insights 

Analysis of key competitors like Siemens and Adobe indicates that successful SaaS transitions rely on a gradual, hybrid migration strategy, an enhanced digital platform with superior engagement features, and a process underpinned by transparent communication and change management.

Strategic Recommendations 

To address the research findings, we recommend a phased hybrid strategy. This strategy focuses on enhancing the FestoLX platform with superior usability and engaging new features to increase its value proposition. This product evolution must be supported by a revised commercial approach, including flexible pricing models and a gradual migration path where PDFs are integrated with, rather than abruptly replaced by, digital content. Executing this requires robust sales enablement and internal change management to ensure the organization is aligned and equipped for the shift.

Conclusion 

An immediate discontinuation of PDFs would jeopardize customer satisfaction and revenue. A balanced, hybrid migration strategy offers Festo Didactic a sustainable pathway to digital growth while preserving its customer base and ensuring long-term competitiveness in industrial education.

Cooperation Partner

• Festo Didactic
  Festo Campus 1
  73734 Esslingen
  Germany
  https://www.festo.com/de/de/

Contact Person

• Daniel Garcia Salas - daniel.garciasalas@festo.com

Student Team

• Hans-Peter Hrovat
  Tobias Junker
  Jonas Kohlenberger
  Liam Ritter von Loeßl
  Samuel Zdrahal 

Project Manager

• Sandra Jeske

• Caroline Fabian