I'm standing right in front of a booth, speaking with Florian Neumann, project engineer at HARTING. What caught my attention immediately was not just the product on display – a connector – but the way the company showcases its relevance across various domains: infrastructure, mobility, industry, energy, and agriculture.
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This resonates strongly with my research focus: how companies can transition from selling products to offering integrated solutions.
"We don’t just want to sell connectors – we offer full solutions including distribution boxes and cable assemblies, tailored to the customer’s needs."
The company is clearly thinking beyond the product, using a flexible portfolio to address specific challenges in each sector. The result? More customer value – and a more resilient business model.
And What About AI?
Of course, AI is a hot topic everywhere – including here at Hannover Messe. I asked whether artificial intelligence already plays a role in the company’s offerings.
It was explained by Arne von Bar, Senior Innovation Engineer at HARTING Germany, and Hiralal Agarwal, Innovation Scientist at HARTING India, that while direct AI integration in the hardware is limited, sensors are already used to gather smart data. And when it comes to AI, the magic starts in the development phase – creating custom inserts faster and smarter.
Things got even more exciting when I was introduced to a powerful new solution: A tool that designs custom connectors in seconds from simple text inputs. This is made possible through a partnership with Microsoft and Siemens:
Microsoft contributes cloud infrastructure and LLMs.
Siemens provides 3D rendering and thermal simulation software.
The company delivers the connector expertise.
"What used to take days or even weeks now takes just 30 to 60 seconds," it was explained.
It’s a remarkable example of ecosystem collaboration – showing how innovation can happen faster and more efficiently when tech leaders join forces with manufacturers.
The examples we saw at Hannover Fair clearly illustrate the importance of thinking beyond the product and offering real solutions across various industries. The transition from product supplier to solution provider is not just a strategic necessity, but an opportunity to build long-lasting business relationships while increasing customer value.
The synergy of partnerships, technology, and innovation is the key to addressing the challenges of the future. AI, digital tools, and flexible product portfolios open up entirely new ways for companies to better serve their customers and provide faster, more tailored solutions.
For companies looking for sustainable success, the journey from products to solutions is the crucial step – and a distinct competitive advantage in an increasingly interconnected market.
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