The service configurator—how to optimally split project scopes

A3 Bokavsnitt, kapitel i forskningsböcker


Interna författare/redaktörer


Publikationens författare: Magnus Hellström, Víctor A. Sifontes Herrera, Robin Wikström, Johnny Långstedt
Redaktörer: Jukka Vesalainen, Katri Valkokari, Magnus Hellström
Publiceringsår: 2017
Förläggare: Palgrave Macmillan
Moderpublikationens namn: Practices for network management : in search of collaborative advantage
Artikelns första sida, sidnummer: 219
Artikelns sista sida, sidnummer: 236
ISBN: 978-3-319-49648-1
eISBN: 978-3-319-49649-8


Abstrakt

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.

Senast uppdaterad 2020-29-03 vid 04:12