The service configurator—how to optimally split project scopes

A3 Book section, Chapters in research books


Internal Authors/Editors


Publication Details

List of Authors: Magnus Hellström, Víctor A. Sifontes Herrera, Robin Wikström, Johnny Långstedt
Editors: Jukka Vesalainen, Katri Valkokari, Magnus Hellström
Publication year: 2017
Publisher: Palgrave Macmillan
Book title: Practices for network management : in search of collaborative advantage
Start page: 219
End page: 236
ISBN: 978-3-319-49648-1
eISBN: 978-3-319-49649-8


Abstract

Companies producing large capital goods often extend their goods offerings with various project-related services. However, they often struggle with properly productizing these services due to a limited understanding of which customer needs the services fulfill. To solve this problem, a service configurator was developed to identify challenges in the context of a delivery project and to match them with appropriate services. The configurator enables value-driven selling and ultimately establishes a tighter relationship between a salesman and a customer by guiding negotiations and real-time reflection on the optimal scope split between the parties. This elevates the role of the customer from a passive receiver to an active co-creator of the solution. An online version of the tool was also developed and tested with a case company.

Last updated on 2019-22-07 at 04:42