Selling Air Time

Picture this: It's 1962, and someone at Rolls-Royce is about to propose the stupidest idea in aerospace history.

Rolls-Royce has a great business model. Sell jet engines. Sell maintenance contracts. Sell spare parts. The math is perfect: the worse their engines perform, the more money they make fixing them.

Airlines are losing money from delays, cancellations, and reputation damage, while Rolls-Royce invoices keep coming.

Someone proposes: "What if we only got paid when planes fly?"

Imagine the silence.

The nervous laughter.

The executives think this person just ended their career.

They called it "Power by the Hour." Airlines pay a fixed rate per flight hour. Engine works? Both win. Engine breaks? Rolls-Royce pays.

Same engines. Different game.

Here's what nobody talks about... they revolutionized their product.

Not "reliable engines."

But "planes that stay in the air."

There's a difference.

A massive one.

They're buying the outcome, the transformation, the thing that lets them sleep at night.

Today, "Power by the Hour" is a $20+ billion global market. Airlines pay only for guaranteed outcomes.

Here's the question that changes everything...

What outcome are you selling?

While you're perfecting features, someone else is guaranteeing the transformation your customers would kill for.